How (not) to sell in hard times

Do we all love to play the ‘discount game’ in hard times?

When I sell services or consulting I’ll consider offering a complimentary ‘project’ discount or offer some auxiliary free services – but the price never normally goes down from that point unless its a much bigger deal with an end of contract bonus. I would walk away otherwise.

So my approach is to add some perceived value when I present a price discount.

What about other companies?

I’ve had a few companies over and asked for some quotes on improvement work to our hall and landing at home.

One quote is nearly 50% lower than the other for an circa 80% identical product.

The representative who gave the lower price passed it across with no nervousness and just left it with us decide in our time over a week or so, including the current standard discount.

The representative who presented the much higher deal was a bit nervous and agitated (and took a few minutes to present his price on a typed letter head) when it came to presenting the price. I immediately baulked at the price and said it was over my perceived budget.

What’s happened since……

The higher deal was subsequently lowered in writing within a few days after I said it wasn’t within our budget.

I then shared my maximum budget nos with them explaining the 2nd quote was still too high and I asked for options on specification or price.

So today the representative presented a further discount and said the Directors will only give us to the end of the day to agree and pay a 35% deposit. This was still quite a lot over our budget.

So I ‘passed the porcupine’ back across by email and said my wife and I would need to consider in our own time and I asked if the Directors would keep the last price offer open (as who would ever revert to paying a higher price?!).

I find this a fascinating story in sales approach and techniques in austere times when nearly everyone expects a discount to be presented.

Comments welcome!!

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