Henning Schwinum shows how to cut prices without saying you're cutting prices. Reduce what you're selling, shorten the contract, break payments into smaller chunks, ask for longer commitments, or delay part of the delivery instead.
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One of my mantras in sales is do not discount, because there are ways to offer a discount without actually offering one. Of course. Ideally, the salesperson will be able to convince the customer that the price offered is a fair reflection of the value the product or service delivers. However, there are many situations in B2B selling where a change to the pricing offered initially is required. There's the need for compromise, the need for optics, the psychology of lowering the price. Maybe semantics or simply gamification. In those cases, if you're making a change to the price you initially offered, always always ask for something in return. For example, lower the price in conjunction with changing or reducing the product or service. Offer a lower price in conjunction with a reduction of the length of the contract. 3. Use a payment scheme or subscription model to show small numbers and undercut necessary thresholds. 4. Obtain a longer commitment in return for a price adjustment. 5. Or defer a part of your product or service to later. And then just remember, do not discount. Talk to us to find out how an experienced interim or fractional sales leader can help guide your team through those conversations.
