Rethink Price Discounting –Farquharson/Tedesco
Reactive Discounting
How many times do salespeople hear "your price is too high?" Experienced sales reps should have an arsenal of rebuttals to this annoying phrase. Sometimes they work, sometimes they don't. Sometimes, we have to march into The Bossman's office and beg for a discount.
Our core selling principle is to never give anything away for free. Before groveling on an "apples-to-apples" job (i.e., no job engineering changes are possible), explore with your customer what you can get in exchange for pleading their case for a discount. Potential bartering chips include extra production time, midnight press checks, guaranteed receipt date for artwork or customer job pickup. You could also ask for marketing help in the form of cooperation on a future case study or rockin' testimonial.
