Some time ago I wrote a post about what to do when you get asked for a discount.
Few people handle this request well – most simply say yes, for fear of losing the job altogether if they say no. Some might try to negotiate, but end up discounting to some level. Few will ever say no, and their reasons for it, despite the fact discounting the job to the level expected might mean they’re not going to make any profit.
So what if you could reduce your chances of getting asked the question altogether? In my view, there are two ways to do this – the ‘quick fix’ and the ‘longer term fix’.
The quick fix
Those of you who have read some of my previous posts will know that I talk a lot about the importance of handing over control to the other person in any situation where you are trying to ‘sell’.