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  • #9012074
    How strict are you on discounts?
    Aleeza Spencer
    May 31, 2023

    $500k deal. We offered the buyer 15% off to close end of this month (companies financial year end).

    Customer came back today saying they can close next week but require the 15% to make the numbers work.

    How do I handle this?

    Will Barron
    Jun 1, 2023
    Will Barron Jun 1, 2023

    Literally talked about this on a PRO group coaching call this morning.

    Does the 15% discount dramatically effect your commission bonus? If not, then who gives a shit. Your job is to drive revenue and put money in your pocket.

    Take your ego (emotion) out of it.

    Now, if for some reason you do need to renegotiate (they’ll walk all over you in future deals, your boss isn’t happy, the discount won’t go through etc) then you need to get logical with the buyer.

    Right now, they have all the value as you want a deal and they’ve got the money. You need to rebalance the scales of negotiation –

    Can you offer the discount in exchange for something else? Customer testimonial, larger initial deal size, longer contract length etc?


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