• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

How Do I Avoid Having to Discount My Price?

Mark Hunter - 24 January 2020

You will always find yourself discounting your price if you don’t know the real reason why your customer wants to buy from you. It sounds easy to know why your customer wants to buy from you, but because it seems easy is exactly the reason why it’s so hard.
Stop the Discounting by Increasing Your Value:
 
 
Customers will always pay whatever price you want as long as they believe the value they are getting is greater than the price. The best time to find out what the value is that the prospect is looking for is during the prospecting phase. The worst time is during the close when you’re negotiating price. The reason is simple, the prospecting phase is when you’re developing confidence with the prospect and they’re far more likely to share truth and key details. If you wait until you’re negotiating the price, the customer knows money is in play

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative