Make Yourself Discount-Proof

Are you often asked to discount your fee?

Typically when a prospective customer or client balks at your price, it’s because they believe that the value of your offering is less than what they are being asked to pay.

But...not always. There IS another reason. And it’s this…

Key Point: They subscribe to the belief that one should never accept the first price — that every price is negotiable.

In other words, yes, they absolutely feel that the value of your product or service is equal to or even exceeds the price. They want to buy. They just want to get the lowest price they possibly can.

And it is certainly an element of human nature to desire the most value from someone or something in exchange for the least amount of money.

However, if the fee you charge is appropriate, then there is no need to discount it. You are providing absolutely exceptional value, and as a result should be making a very healthy profit.

But they still want you to discount.

This can be unnerving, right? After all, you’ve worked hard for this sale. You’ve already invested so much time, research, and sweat. You don’t want to lose it. (By the way, all of this is exactly what that person is counting on you feeling.)

Good News: You *can* maintain your fee.

To do so, however, three things must be in place:

1. You know that you (or your product/service) are — without question — worth what you are charging.

2. You have effectively communicated value that exceeds the price.

3. You phrase your response respectfully, confidently, and tactfully.

In the next post, we’ll look at a powerful example of #3 from one of our clients, “Brenda.”

Today’s Exercise: Think about how you handle these situations when they come up for you. Consider how you’ve seen others successfully handle this in a way that both they and their customer/client were happy.

Genuine Influence: The Go-Giver Way

In an AI-driven world, human connection is your ultimate advantage.

If you’d like your team to sell more, lead better, and serve clients at a higher level — grounded in empathy and authentic influence — let’s talk about your next meeting or conference.

Feel welcome to visit burg.com, then call 561-575-2114 or email speaking@burg.com.

Let’s create value together!