With the click of a button one can reach thousands of prospects in seconds offering them a “deal” but here’s the problem… no matter how sincere your offer or reasoning is, I believe it opens the door to distrust, it's lazy and it’s ineffective long term.

 “30% Off!" / "Limited Time Only" / "Only 4 Left" Yada Yada Yada

When and When Not to Offer a Discount

What does it mean when some of the most well known and respected sales trainers in the business start email blasting their brains out offering “one time only” discounts on their products / services / sales seminars?

And if they feel the need to drop price, how in the world are you expected to make quota without doing it too?

This week I’ve received “never before heard of / will never see again” discount offers from not one, not two, but three of the most well-known sales authors and seminar speakers.

One of them sent out what could be perceived as a “damage control” newsletter explaining why he did it…

"To help those who are struggling to sell in this economy become able to afford the help they need to get better." Ok.

Another said they were “moving” and didn’t want to carry all their books / tapes / CD’s etc to the new office. Sounds believable. Err that is until I received the 3rd “really, this is the final, final chance offer” with a new dead line that “expires at midnight” email. Is he moving, or going out of business? I couldn't tell, but I digress...

Desperate Times / Desperate Measures?

Now I know the economy is making it tough on everyone and I too have made the mistake (one time) in the past of trying to take what I would consider the “easy way out”.

With the click of a button one can reach thousands of prospects in seconds offering them a “deal” but here’s the problem… no matter how sincere your offer or reasoning is, I believe it opens the door to distrust, it's lazy and it’s ineffective long term.

If business is bad, "one-time" price dropping is only going to make it worse (in my opinion) because it isn’t dealing with the real problem.

Either "A"

The necessary ground work isn’t being done or its being done poorly (I'm talking about your sales process, Sparky... How you sell... as in what you say, when you say it, why you say it, how you say it and who you say it to)

Or "B"

Your market has changed and it may be time to create a new solution that gives your audience what they need at a price they can afford.

The Difference Between Price Dropping & Negotiating

Now I’m not against offering a discount if needed to close a deal (if there’s room to do so) and in a perfect world, every sale should be a win / win where the seller can earn a new client while still making a profit and the buyers quality of life is now better off than before.

But "Negotiation" should be done once the prospect has:

  1.  Recognized a problem

  2.  Agrees they want to solve that problem

  3.  They want your solution to solve it

  4.  The only thing standing in the way of getting your solution is price

  5.  And they are ready to buy now

You are now in the “objection handling / negotiation / closing” phase of the sales cycle and that’s a great spot to be in.

But if one isn’t getting to this point or isn't winning those deals once they get there, maybe the problem isn’t price at all…

It could simply be the person doing the selling isn’t as prepared as they need to be to make it in today’s new business world. And that’s something “price dropping” can’t fix.

Are your salespeople asking the right questions?  Click here to learn about making more sales.