When the salesperson

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Once a discount is offered to one customer, it becomes easier and easier to offer it to another one. Before they know it, the discount is being offered to everyone. Like a drug, the “fix” is in the additional sales the salesperson is able to gain. However, just like with the addictive drug, there is a “withdrawal.” Sales come at a reduced or a very reduced margin. To make matters worse, the discount ends up altering the attitude of the customer who now believes the real value of the product or service they bought is the reduced price and not the full one.



Overcoming this mislabeled sales strategy of offering a discount hungary cell phone number list can only be done is willing to change their way of thinking, despite how difficult it may be. Step One The first step necessary to correcting the salesperson’s mindset is to help them believe in their ability to close the sale. Competent salespeople know why the customer is looking to buy and are able to capitalize on the needs the customer has disclosed.



When sales professionals begin to feel the need to discount, it’s usually because they don’t believe they’ve established a solid reason why the customer should buy from them. They have failed to ask the right questions to get the customer talking and then avoided the critical skill of following up. When a salesperson has spent all of their time touting product features and not uncovering the benefits to the customer, their presentation may not include what the customer actually needs.