What is the right price to sell your product? How much discount should we give to customer? Should we lose the order to competitor due to price? What to do if discount is not affordable?

1. #SALESKIPATHSHALA
Handling
Sales
Discounts
www.consult4sales.com

2. TRUEORFALSE?
1.Discounts make a customer happy enough to give you a sales
order.
2.Discounts can increase the saleability of a product.
3.Discounts either belong to the customer or to the owner of the
product. It never comes to the salesperson.
4.Discounts must be given to match the price of the competitors.
5.A discount is a tool to close sales orders.
6.It is almost impossible to sell a product without a discount in
today’s market.
7.Salesperson spoils his relationship with the customer when he
has no discount to offer to his customers.

3. WORDSOFWISDOM
Discount is not a tool
to close sales orders.
Use it to thank a
customer after order
closing.
Sanjay Singh

4. Why?
WIITFM?
Why do customer's
ask for discounts?

5. WHAT DO YOU DO
WHEN CUSTOMER
ASKS FOR
DISCOUNT?
BECOME TOP CHOICE OF
CUSTOMER.
What is the financial benefit to the customer
by dealing with you?
What does the customer lose financially by
not dealing with you?

6. WHATISTHE
RIGHTDISCOUNT
TOOFFER?
Service Discount
Offer intangibles which do not cost
you must but has a high value for
customer.
Cash Discount
Suffer Cash Loss on your bottom
line. Not recommended
Future and Option
Sell future requirements today on a
pre paid mode

7. Howtosay"No"to
Discounts?
Sandwich "No" with
"Yes"
Role Play
Clear All Ambiguities
Role Play
Solve his Problem
Role Play

8. Believe in 7P's = Product, Price, Place, Promotion, Packaging, Positioning
and People. Customer buys only when all 7P's look good to them and
not only Price.
DON'T FEAR
LOSING THE
ORDER DUE
TO PRICE
7P'S ARE BEING TESTED
BY CUSTOMER

9. PRACTICEB.A.T.N.A.
The Opening Offer
TEh 5 Cake Theory
The ZOPA
(Zone Of Possible Agreement)
ZOPA is a must for negotiation to happen
The 7 Laws of Sales Negotiations
Understand the 7 Laws and practice them

10. The 7 Laws of
Negotiation
Become Top choice of customer
Anticipate getting squeezed on Price
Explain Financial Benefit to the customer
Take Position based on customers interest
Monetise Intangibles
Never give without getting
Know your walk away point

11. NEXT STEPS
THINGSTODOFORYOU
Prepare FAB
Prepare
"Future and
Options"
Prepare
script to say
"No"
Role Play
Everyday

12. BEFORE
Discount makes it easy to sell my
product
AFTER
Discount has no role to play in orde
closing.

13. Make sales the most
glamorous profession in
the world!
Sales Rocks!
I am proud to be a sales
professional!

14. THANK
YOU
Salescademy
A 3 months program on Selling
Skills with the gaurantee of a job.
Sales Ki Pathshala
Every Wednesday. 9 - 10 AM
Sales Advisory
Sales Management Consulting
for Small and Medium
Enterprises

15. REFER A FRIEND
GAIN POINTS & ENJOY
SALES KI PATHSHALA
(SKP)
1 SKP
FREE for
Referee
1 SKP FREE
for the
Reference

16. CONTACT INFORMATION
Mailing Address
Strategic Concepts (I) Pvt Ltd
WHC Road, Dharampeth, Nagpur 440010
Email Address
hello@consult4sales.com
Phone Number
9970506000