How To Avoid Giving A Discount
In this segment, the speaker explains a pricing and negotiation strategy that avoids directly lowering the price when a client cannot afford the original amount. The core principle is that any price reduction must be accompanied by a change in the terms of the service. The speaker illustrates this with a gym/coaching scenario: a client wants a $5,000 program but can only pay $3,000. Rather than selling the same package for less, the provider removes or reduces components—such as eliminating a guarantee or decreasing the number of weekly gym sessions—to justify the lower price. This approach maintains ethical consistency, prevents undercutting other customers, and reframes the discount as a modification of value rather than a simple price cut.
