You're facing a client demanding a steep discount. How do you navigate the pricing negotiation successfully?

There can be many reasons for clients to demand discounts compared with competitors, such as knowing that the company actually has a different pricing model for everyone or simply the budget pressure. But most of the time when the client can't see the value equally proportional to the money he is paying he demands it in that case a reassurance meeting can be a game changer he should feel considerate and create the value prop of every service provided plus on top of it priority service assurance can help him to understand the current pricing model and avoid discount.

When a client demands a steep discount, I would first focus on understanding their underlying concerns and needs. I’d emphasize the value and unique benefits of our product or service, highlighting how it solves their specific problems or delivers long-term ROI. If necessary, I'd explore offering non-monetary incentives, such as extended service periods or additional features, to create a win-win situation without compromising the pricing integrity. Throughout the negotiation, I’d maintain a collaborative tone, seeking a mutually beneficial solution while preserving the perceived value of our offering.

What's the definition of steep and why are we discounting our value. I need more information on this scenario. What is the real objection? PRICE?

Bundle additional services: Offer complementary products or services to increase the overall value proposition. Highlight long-term benefits: Emphasize the return on investment and long-term cost savings of your solution. Propose tiered pricing options: Present multiple package levels, allowing the client to choose the best fit for their budget and needs. Offer performance-based incentives: Suggest a pricing structure that includes bonuses or discounts tied to achieved results. Customize the solution: Tailor your offering to address the client's specific pain points, demonstrating unique value beyond price.

If the client is asking for a discount, in my opinion you didn’t do a good enough job showcasing the value of the product/service. When pitching a potential client you need to make sure the value outweighs the price. You can do this by finding the need of your product or service for that client, building a rapport with the customer and really explaining how your product can change their life, enhance their day-to-day, and whatever else that adds value! It’s like a shoot out at high noon, they have two six shooters and you have two Ak-47s. Never have enough value and rebuttals. Now that being said, we all run into those clients that will still ask for a discount but there’s always a way around it. Practice makes perfect! ??

It’s all about knowing your worth and having the confidence to sell your unique value/experience. Don’t sell yourself short!!

Panicking is no good for the client and they know instantly! They see it in your body language, fumbling and not knowing what to say to clinch on to the sale for dear life! I have been there! One way around this is to remember the next sale is one call or meeting away! Just stay grinding and look at each pitch as practice to getting better! Before they ask for a discount make sure to Preemptive strike!! e.g As your pitching and you notice they get excited about a certain part, that’s when you say “this is why we don’t offer any major discounts with our products because the quality stands for itself” and you just continue on with your pitch! If they bring it up just remind them of your conversation. And remind them of your guarantees!

“Did you come to me because we have this great relationship and you want a discount? Or did you come to me because you know I’ll always give you the best product/service for the best price I can?” Something I used in a few different sales jobs. Listen when their is a relationship it’s simple they know what they are getting into and the better that relationship is they wouldn’t even ask for a discount in the first place because they know you already did what you could to hook them up!