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Stop selling
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Stop pitching and trying to convince people. Show up with your prospects to see if there's a fit, with your willingness to help them see something they don't see yet. To be there for them and show them the way —with you, or with someone else who fits better. Ask questions and push. Help them see you're on the same side, not against them. Say what you think. Don't hold back, but no need to be an ass either. Be kind, but straightforward. Choose your words. You're not there to sell. You're there to help them make a good decision. And if that decision is not you, that's ok. Help them make it. |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
If you're going to discount, here's a more detailed view of yesterday's rules: Specific.Needs to explain WHY they're getting the discount. In exchange for something in return.Needs to say what's being given in return for the discount. Explicit.Needs to be stated in the proposal what, how and why the discount is there. Time-bounded. It has to be in a defined timeframe.Needs to be a take it now, or leave it. Written at the end of the quote/proposal for what it is "Discounted price".Price →...
Giving discounts: taking a price off of something —or adding something up to your offering. But... what's the reason (or reasons) to give a discount? Is it to give it when they ask for it? Is it to close the deal? Is it because you have no power in the negotiation? Is it because they have all the power in the negotiation? Is it because you can't say No? Is it because they don't have money? There can be a million reasons (or even more). And that's fine. One thing you can ALWAYS say, and need...
Do you give discounts? If so, how does that go?