Do This When Someone Asks For A Discount
The speaker recommends responding to discount requests with 'I could do it for more' as a negotiation technique. This creates a negative anchor that reframes the conversation and often leads to immediate purchase decisions.
Summary
The speaker discusses a counterintuitive strategy for handling discount requests in sales situations. Instead of directly addressing requests like 'could you work on this price?' or 'could you do this for less?', the speaker advocates responding with 'I could do it for more.' The speaker explains that this technique works because customers asking for discounts have already mentally committed to buying and are simply trying to negotiate a lower price. By suggesting a higher price instead, the seller creates what the speaker calls a 'negative anchor' that makes the original price seem more attractive. The speaker emphasizes that delivery and tone are crucial for this technique to work effectively - it should be said in a lighthearted, almost joking manner rather than aggressively. According to the speaker, this approach typically results in customers quickly agreeing to the original price out of fear that the price might actually increase, and often generates laughter that helps close the sale.
Key Insights
- The speaker claims that customers asking for discounts have already mentally decided to buy and are just trying to get a better price
- The speaker argues that responding 'I could do it for more' creates a negative anchor that reframes the entire negotiation
- The speaker states that customers typically respond to the higher price suggestion by immediately agreeing to buy at the original price
- The speaker emphasizes that tone is critical when delivering this response, requiring a lighthearted rather than aggressive delivery
- The speaker believes this technique often generates laughter from customers which helps close the sale
Topics
Transcript
[0:00] When someone asks for a discount, they don't usually say, "Hey, give me a discount." They usually say, "Hey, could you work on this price a little bit?" Or, "Hey, could you do this for a little less?" And when someone says that, I just usually respond, "Well, I could do it for more." And I swear it just completely reframes the question of like, "Well, what are we talking about here?" And I have used that to get out of the whole negotiation of this because whenever someone's asking for a discount, they've already decided to buy. They're trying to get it for less. And the reason that it works so well is that it creates a negative…
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