Chapter 3

Does discounting close deals, or teach haggling?

Giảm giá giúp chốt đơn, hay dạy khách mặc cả?

The chapter's question

The last time I gave a discount, what did I get in return?

Big idea

Every discount given for nothing teaches customers that the first price is not real.

In this chapter

  1. Part 3.1

    Trading, Not Giving

    What do I trade a discount for: term, volume, or a referral?

  2. Part 3.2

    Your Floor

    Below what level do I not sell?

  3. Part 3.3

    End-of-Month Discounts

    How is quota pressure distorting my pricing?

  4. Part 3.4

    What It Costs Next Time

    What will a customer who got a discount expect next time?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Talking About Price is free to read right here.

Read in Conan School

Chapters of Talking About Price

  1. 1.Is talking price early honest or self-defeating?
  2. 2.Should I ever apologize for my price?
  3. 3.Does discounting close deals, or teach haggling?
  4. 4.Is negotiating about winning, or about understanding?
  5. 5.Once my quote leaves, does it still speak for me?