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Aired on October 1, 2019
Episode 7
You Don't Need To Give Discounts To Get The Deal
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Discounts won't get you deals. It's a positioning problem, not a pricing one. Make sure to step up as a sales leader.

You Don't Need To Give Discounts To Get The Deal

Have you ever found yourself in a sales conversation where the potential customer asks for a discount or says they can't afford your services? It's a common challenge, but I'm here to tell you that you don't need to give discounts in order to get the deal. In this blog post, we'll go deeper into why you don't need to discount your prices and what you can do instead to sell with ease.

Positioning Problem, Not a Pricing Problem

If you find yourself giving too many discounts, the issue is not your pricing, it's a positioning problem. You need to position yourself as a high-level expert with a value that matches your price. When you have the right positioning and messaging, your customers will expect to pay a premium for your services, which positions you as a go-to expert in your industry.

Value and Urgent Need

Understanding the value you provide to your clients is key. Your unique expertise and the relief you provide to your clients are worth paying for. You also need to identify an urgent need where your service provides the exact solution your potential customers are looking for right now. When you match your value with a urgent need, your potential customers will be less price-sensitive, and they won't require discounts to say yes to your offer.

Stepping Up as a Sales Leader

It's important to engage as the leader in the conversation and address potential pricing objections early on. Don't shy away from those conversations or potential objections. Show your sales leadership, ensure your potential customers understand what it looks like to work with you, and exert your expertise right from the beginning.

If you're struggling with pricing objections on your sales calls, get my free resource with three tried and tested strategies, actual conversation starters, and questions to ask when you hear "I can't afford it." These strategies have helped me, my teams, and my clients turn struggling conversions into standout success.

Remember, you don't need to discount your services to get the deal. Position yourself as a high-level expert, understand your value, and identify urgent needs. When you have that good combination, selling confidently and easily without discounts is a real possibility in the sales process.

So, don't be afraid to show your sales leadership, engage in conversations, and step up confidently in your pricing discussions.

If you have more questions, please reach out. I'm here to help you achieve your sales goals by not sacrificing your value.

So, have the confidence to sell without discounts and watch the yeses come in consistently without having to lower your prices. It's possible, and I'm here to help you every step of the way.

Stay confident, and let's make those sales happen!


I've crafted this blog post to provide actionable advice for individuals struggling with pricing objections in sales conversations. The post highlights the importance of positioning, value, urgency, and confidence without using jargon and in a clear, motivational, and empathetic style. Let me know if you need any more edits or additional content!

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Biggest Takeaways:

  • The number one issue that you’re facing if you find yourself giving lots of discounts in your business today, is that you have a positioning problem, NOT a pricing problem.
  • You need to find customers and potential customers that have an urgent need where your service provides the exact solution that they’re looking for right now.
  • That magic combination of your own confidence, the value in what it is that you deliver, as well as the perfect prospect who understands what it is that you’re providing to them and is willing to pay. When you have that magical trio, you are able to sell confidently and easily and hear those yeses consistently without having to discount is a very real factor of the sales process.

 

Quotables:

  • When people are asking for discounts, you have a positioning problem, not a pricing problem. [Tweet This] 
  • Find customers and potential customers that have an urgent need where your service provides the exact solution that they’re looking for RIGHT NOW. 
  • You need to be able to engage as the leader in the conversation to be able to say, here’s what it looks like to work with me and to exert your expertise right from the get go.  

 

Highlights:

  • Why you do not want to position yourself as the discount service provider [01:38]
  • The problem you have is NOT a pricing problem. There is nothing wrong with your price! [02:50]
  • How to position yourself as a high-level expert with the right price to match [04:32]
  • How to get clear on the value you provide and get people to buy at all costs [05:35]
  • How to identify your client’s TOP NEED [06:41]
  • What to do when others are challenging you on your price [12:13]
  • Stepping up and showing your sales leadership [12:58]

 

Bonus Resource:

Turn “I Can’t Afford It.” Into “Sign Me Up!” – Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show. 

www.susanmcvea.com 

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