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They ask for a discount. Don't say yes. Don't say no.
If you drop the price, they know it was never real. If you refuse, you start a fight. These 4 steps keep the price tied to the value, and let them choose.
The one rule: price only moves when scope moves.
Less money means less value. That's fair, and it protects every client who paid full price.
- Step 1
Stay calm
“Sure, let's look at that.”
- Why it works
- No defensiveness. You stay the calm one in the room.
- Step 2
Trade, don't give
“What would you like to take out?”
- Why it works
- The price stays tied to the value. Most people answer: “No, I want all of it.”
- Step 3
Find the real reason
“Is it the total amount, or the timing of the payment?”
- Why it works
- Often it's cash flow, not price. That's a payment question, not a discount.
- Listen for
- “It's a lot right now.” That points to timing.
- Step 4
Offer structure, not discount
“If it's the timing, we can split it. The price stays the same.”
- Why it works
- They get what they actually need, and your price stays real.
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