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Discounts - To use or not to use?

Everyone loves a good discount, but is there such thing as overusing discounts to get closes?


I have a colleague that’s neck in neck with me for sales, however, I rarely use discounts and a majority of his closes include discounts. I feel that discounts devalue the product but I’m also acknowledging that if I used them more often I could get ahead on the leaderboard.


Would love to hear your thoughts?

To discount or not to discount?
Attached poll
*Voting in this poll no longer yields commission.
2
salesnerd
WR Officer
+16
Head of Growth
There’s absolutely a time and place for discounting. If you are able to close a deal quicker or at a higher rate, then discount. A signed deal today is worth substantially more than promise of a slightly higher deal next week. 
CorporateHoe
Influencer
+1
SDR Manager
Touché, completely agree. I better get discounting then haha.
salesnerd
WR Officer
+16
Head of Growth
I mean, don’t discount for no reason! I would just rather close 4 $10,000 deals than 3 $12,000 deals. 
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sales101
WR Officer
+6
Senior Account Executive
I tend to throw in extra products for free for a certain time period- means you/your CSM can usually do an upsell opp later down the track for a product they potentially weren’t looking for but complients well.
ChefK
Good Citizen
SDR
There is a way to discount but you have to pull levers. If they want a discount, they have to sign a longer contract or buy more licenses. Check out transparency sale by Todd Caponi. He goes in depth on this. 
CorporateHoe
Influencer
+1
SDR Manager
Awesome, thanks for the recommendation. I'll definitely check it out. 
5
What do you think about “no discounts” policy?
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9
Love the “no discounts” philosophy
+23
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