Last Minute Negotiation

Hello everyone. Today, we’re talking about what to do when a customer asks for a discount right before they were supposed to sign the contract. These can be very tough moments for your sales team but here are some options for how you can respond to this unfortunate surprise:

1. Offer a discount for 3 months, then return to the previously agreed pricing. This gives the customer what they want right now but without you losing the revenue for a long period of time.

2. Offer a discount for 6 months but with higher usage costs. This gives the customer a big discount but if you’re tracking their usage, you have the chance to make some money back by charging more for that usage.

3. No discount but more is included in the price. Here you offer the customer more services, but keeping the originally agreed price. Common things you might include are: larger usage allowances or perhaps custom services, such as integration with a legacy system

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