shady tactics

"As it's the end of quarter, I'll give you a discount if you sign by the end of the month."

So many salespeople do this and it’s what gives sellers a bad reputation. This line will kill your deal because:

1. It devalues your product and means you could've given a better price to start with

2. This is about your sales process and nothing to do with your buyer. They don't care about your sales targets

Until last month, I forgot about how stupid this tactic is. I'm currently looking for a software to host my new sales course. I've looked at a few vendors, most of which look quite similar.

Before signing, I first need to do final edits on the course content. I literally can't buy anything before then. My hands are tied.

But one of the vendors called me and said the magic words:

"I'll give you a discount if you sign by 30 September."

Although I've removed them from my preferred choices, it's not his fault. He's not been given the right training.

So what would the right approach have been? It's always to reference something about them, NOT you:

"Mikey, you mentioned you need to finalize your content. How far along in the process are you?"

Then ask a question about a pain mentioned before:

"Mikey, you said you want a low drop off rate on your content. How are you ensuring subscribers will finish the course?"

2 way conversations win deals. Pushing buyers with fake discounts will scare them off.

Want to see better tactics for closing in our negotiation guide? Just reply to this email.

Cheers,

Michael Hanson

CEO Growth Genie