How to deal with customers who keep asking for discounts

by Simon Hopes Author

For many consumers, it is natural to ask for discounts, especially when selling services and when negotiating directly with a seller, rather than in a more automated process, such as a virtual store.

Those who work in this way, often, already have prices that do not have a very large profit margin, but, for fear of losing the sale, they do not know how to deny the discount to the customer or what alternative they can choose.

In these moments, the entrepreneur, or the salesman himself, finds himself in real snooker: either he risks not selling or sacrifices his margin. So, what to do? We will see strategies for dealing with this situation below.

Show value, not price

One of the most practical strategies to avoid a price fight with the consumer is to focus your efforts on showing the value of your product or service even before presenting the price. And, contrary to what you may be thinking, value and price are not synonymous in this case.

The value is related to the importance that acquiring what you are selling can have for the consumer, while the price is the cost that he will pay for it.

If you sell exchange packages do not start negotiating telling the consumer that it will pay $ 10,000 a month to study abroad. Start by explaining how valuable this experience can be for cultural, personal growth and even for generating new job opportunities.

Show that you understand the buyer's problems or desires and demonstrate how what you are selling can make all the difference in his life. Being really interested, the consumer can even ask for a discount, but it will be much easier to convince him to buy, even if you cannot reduce the value.

Offer opportunities and let the consumer choose

Before leaving for the negotiation, it is good to have some tricks up your sleeve, in case the client asks for a discount. One of the best is to offer special conditions, depending on the payment method.

When you make an instalment sale, you have to rely on the value of the rate of the credit card company, right? When you make aboleroo, you also pay a percentage to the bank that generates the bolero, right? This type of cost needs to be included in instalments sales, but it can be discounted when the payment is in cash.

Offering the cost of these fees in the form of discount if the consumer makes the payment on the spot, you do a discount without giving up your profit and maintaining all necessary costs included in the price of the service.

Indicate other products

Often, your margin on a product is too tight to grant a discount, but if you add an item with a better margin, it is easier to reduce the price a little.

This way you increase the sales ticket the (total amount the customer has spent) and have more freedom to negotiate the discount without losing money.

For example, if you are selling a logo creation service, you know that the customer is probably starting in the business world, so you can also offer the creation of business cards, flyer and website in a package that is beneficial for both of you. sides.

Give a toast

When you are unable to offer a significant discount, a good idea may be to negotiate some kind of advantage for the consumer, which is not necessarily the reduction in price.

It can be free shipping, a discount coupon for the next purchase or even an item that is stranded in your stock and has a low cost. Just be careful that the toast doesn't end up leaving you at a loss.

Stay strong

There are situations where there is nothing to do, either approach can harm your bank. At these times, the ideal is to remain firm and keep the price. After all, it is better to lose a sale than to pay to sell, isn't it?

Know how to evaluate when reducing the price or offering some kind of advantage will not bring you any benefit or maybe making you lose money. In such cases, keep the value.

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Created on Jun 16th 2020 02:16. Viewed 309 times.

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