What are you selling? I'm not sure, but the one thing I know is... I can give you a discount! I walked into Baskin-Robbins the other day, and saw this sign...
The image stuck with me, and I started thinking about how sales people (and their managers) are stuck in a belief that every prospect they meet is looking for a discount.
It got me thinking about how the buyer/seller conversation would go if we were selling ice cream...
Buyer: How much for 2 scoops in one of those chocolate dipped waffle cones?
Buyer: I don't have that much money with me.
Seller: No problem, how much do you have?
Buyer: I have $3.50, could you cut me a deal?
Seller: Well sure I can. Let's get rid of the chocolate dipped waffle cone, and I can put two scoops of your favorite flavor(s) in this pretty (paper) cup for $3.50. How does that sound?
Buyer: Let's do it!
Some people will read this and say, "My product is a whole lot more complicated than ice cream," but it's all about perspective. Corporate clients care about functionality more than they do about price. Can your product do what your customer needs it to do?
Think about how you can package your products in the right combinations. Your sales success isn't based on your ability to discount, it's about your ability to propose a legitimate solution.