The first instinct for some sales reps is to reduce prices to close deals. People aren’t always asking because they can’t afford it.

  • Prospect: Discount?

  • Me: Hey there. Are you looking for a discount on our product? We do offer a team plan with a lower cost per seat.

  • Prospect: Is there a discount code?

  • Me: is the current pricing outside your budget? We think it’s a pretty fair deal.

  • Customer: No just bought it.

Sometimes I step into a sales role to stay close to the customer and what they really want. Which isn’t always as it seems. Asking follow up questions is the only way to get cut through the noise.