Never mark down your product, it has a value, stand by that value.

As a salesperson you never want to devalue your product, it is the price it is, because of the value you stand by. Other alternatives to discounts are offering money back guarantees and longer contracts for lower rates. Additionally, you could exchange cash for, use cases, testimonials or case studies for your sales teams to use. This way you are still keeping the high value of your product but finding creative ways to work with them.

Keep your pipeline full and be able to move quick. Tip: email the person right after the meeting with a quick summary of what you discussed and ask them to reply if you missed anything.

Always start the sales conversation positioned at helping, make it easy for them, don’t hide the product pricing, get that out of the way first and then begin the above. Give a ballpark figure as soon as you can and get a feel for their price threshold, once established find the best rout to a dollar amount closer to your sales target and work towards the product they want.

“oh too pricy, want it cheaper?” “We don’t do cheaper but lets work together on this, I could offer a longer contract for a lower rate, these things are usually reserved for larger accounts, but we can work on something like this, would that work for you?”