Don’t psych yourself out! Ask if it’s a deal-breaker

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Don’t be afraid to remind your customer (and yourself for that matter) of that value when the request for discounts and concessions start to fly.

2. Learn to expand the pie and think beyond price discounts
I get it. You want your deal to close before the final buzzer while giving away as few concessions as possible. But when it comes to concessions, the things that are most valuable to you may not be what your customer values the most. In his bestselling book Getting More, author and Wharton School of Business professor, Stuart Diamond, discusses the concept of trading items of unequal value.


He states:

“Find out what each party cares and doesn’t care about, big and small, tangible and intangible, in the deal or outside the deal, rational and emotional. Then trade-off items that one party values but the other party doesn’t.”

Your customer may value price, but perhaps flexible payment terms, a different contract length, free delivery, an extended warranty, or even additional services or support would be equally (or more) valuable to them and far easier for you to give. By considering concessions in a broader context you can maximize the value to your customer and make them feel like they’re getting a great month-end deal, all while protecting your key deal metrics.






In an effort to secure revenue before the stroke of midnight, we indonesia telegram data can sometimes allow customers to inundate us with request after request for concessions (which we sheepishly run back to our managers for approval). Keep in mind that in a negotiation, the terms a customer throws at you (typically in the form of price) is usually their minimum position. If you’ve done a good job of positioning the value of your solution until this point, don’t be afraid to push back. In fact, it’s the easiest tactic there is!

If you’re concerned about coming off as too defensive, you can respond to a request for a concession with something like:

“Oh, I don’t know if I’ll be able to get approval for something like that.