You give a pretty good discount the customer commits but then burns you at the end. What do you do? Go back to "list" price? Customer comes back a week later, will you offer that same price?
EOQ and the customer doesn't buy
8
DungeonsNDemos
Big Shot
4
Rolling 20's all day
If you tied the discount to a specific date, then they should agree to signing by that date before you send a contract for signature.
TennisandSales
Politicker
4
Head Of Sales
This is a good clarification. if the customer never agreed to the date then you are totally screwed.
TennisandSales
Politicker
2
Head Of Sales
this is why this is a bad technique.
if you give them a timeline and they dont buy, then you need to stick to your guns.
then they will ether buy at a higher price, or if they tell you they are ready to buy at the discounted rate then you can use that as leverage against them.
BUT its risky and most likely wont work,
if you give them a timeline and they dont buy, then you need to stick to your guns.
then they will ether buy at a higher price, or if they tell you they are ready to buy at the discounted rate then you can use that as leverage against them.
BUT its risky and most likely wont work,
Sunbunny31
Politicker
3
Sr Sales Executive ๐ฐ
Yep, that discount is now the "new price" and without incentive to have a contract signed by a specific date, you're going to have to fight to get a different rate.
TennisandSales
Politicker
0
Head Of Sales
and in my experience any incentive YOU set doent really matter if it doesnt align with what ever their deadline is
antiASKHOLE
Tycoon
2
Bravado's Resident Asshole
stick to your guns on this situation. Stop giving discounts unless it is absolutely guaranteeing that they sign right that second.
CuriousFox
WR Officer
2
๐ฆ
Nope. You can avoid this by not discounting at the nth hour.
Juancallclose
Catalyst
1
Director
Tell that to the VP of sales.....rinse and repeat every quarter, offer them the discount and they'll buy now.
Not quite.
Not quite.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
That's why I hate giving discounts and I try to never volunteer one.
I try to preface EOQEOY discounts by saying "If I provide you a discount WILL you be able to sign off on it by X date?" Hopefully that commits them.
I try to preface EOQEOY discounts by saying "If I provide you a discount WILL you be able to sign off on it by X date?" Hopefully that commits them.
Juancallclose
Catalyst
1
Director
This is why you always have to establish that value that is tied to a real initiative. This was a VP of ops and he was allegedly tight with the CEO
nomdeguerre
Executive
1
Account executive
EOQ to create urgency do. not. work.
The discounted price has now become the new price. Any buyer worth anything will not buy at your higher price anymore.
If you insist they will simply say, no problem weโll just buy from your competitor, because letโs face it any sale today they already have to show that they have compared you to alternatives. Unless you somehow donโt have any competitors which frankly donโt exist.
The discounted price has now become the new price. Any buyer worth anything will not buy at your higher price anymore.
If you insist they will simply say, no problem weโll just buy from your competitor, because letโs face it any sale today they already have to show that they have compared you to alternatives. Unless you somehow donโt have any competitors which frankly donโt exist.
Juancallclose
Catalyst
1
Director
There's always competitors....at the very least the status quo.
Customers are shrewd too, especially VP or above. You guys are preaching partnership but will charge me more because I'm a day late? Go away. Not saying the customer is right, but that's their attitude.
Customers are shrewd too, especially VP or above. You guys are preaching partnership but will charge me more because I'm a day late? Go away. Not saying the customer is right, but that's their attitude.
nomdeguerre
Executive
1
Account executive
Agree completely!
salezkween
Opinionated
1
Enterprise Account Executive
Before the quarter is over, send them an email with revised proposal with updating pricing for the new quarter.
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