Here's how you can respond when a customer requests a discount or special offer.

1 - Understand the customer's needs and reasons for asking for a discount. 2 - Show respect and build relationships. 3 - Gain insights into pricing and expectations. 4 - Show empathy and keep the customer engaged. Benefits: * Better customer service. * Greater fidelity. * Improvement in pricing strategy.

Lorsque vous promettez d’accorder une remise au prospect avant même que la négociation ait lieu, le prospect va inconsciemment attribuer moins de valeur à votre produit, et la négociation va devenir centrée sur le prix au lieu de la valeur qu’apporte votre produit. Par ailleurs, vous perdez du pouvoir de négociation en habituant le prospect à obtenir ce qu’il veut sans avoir à faire de concession.

When a customer requests a discount or special offer, start by listening to their reasons. Acknowledge their request and explain any applicable policies. If possible, highlight current promotions or offer alternative value. Always emphasize the quality and benefits of your product or service. By showing understanding and providing options, you maintain trust and satisfaction without compromising on value.

By listening, you can uncover the reasons behind the customer's request for a discount. Are they comparing prices with a competitor? Do they feel the product is too expensive? Understanding their motivation allows you to address the underlying concern.

Start by acknowledging the customer's request and showing that you understand their desire for a discount. Provide a brief explanation of why the pricing is set as it is, emphasizing the value and benefits that justify the cost. Suggest alternatives that can still benefit the customer without directly lowering the price.

Strong relationships build trust, making customers more understanding and flexible regarding pricing. They are more likely to see the value in your product or service beyond just the price. Customers with whom you have a good relationship are more likely to appreciate the overall value and benefits of your offerings, reducing the focus on discounts.

The final decision must be fair and based on objective criteria. It is important to maintain customer trust, even if the request is denied.

Si un client demande une remise, formez votre équipe commerciale à lui demander pourquoi le tarif de votre entreprise ne semble pas approprié. S'ils disent que votre produit est cher, demandez-leur à quoi ils le comparent. Peut-être l'ont-ils vu à un prix inférieur ailleurs. S'ils comparent votre entreprise à un concurrent proposant des prix moins chers, expliquez les avantages de travailler avec votre entreprise. Quelle que soit la raison pour laquelle ils demandent une remise, il est essentiel de comprendre pourquoi ils le font.