Customer Centric Selling Podcast with Frank Visgatis & Tim Young

Is Discounting a Bad Idea? – Episode 15

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Customer Centric Selling Podcast – Show Notes – Episode 15

“Make sure if you need to negotiate to get before you give.” – Frank Visgatis

Welcome to the Customer Centric Selling podcast! In today’s episode, Frank and Tim expand on the hidden dangers of discounting and teach you how to prepare for the inevitable conversation.

A customer will always ask for and most likely expect a discount. With a customer-centric selling approach, you’ll stop dreading negotiations and instead develop a strategy to build value throughout the business-to-business buying process. 

In addition, you want to aim for a get-give strategy which is one of the core concepts of customer-centric selling. So, before you offer anything, you need to understand what you can get from the prospect in return. This mindset shift is essential as it helps salespeople control the buying process and avoid discounting.

For more information on how to avoid discounting, listen to episode 7 of our podcast.

TIME-STAMPED SHOW NOTES:

  • [02:00] When Buyers Ask for a Discount & Why It’s a Bad Idea
  • [06:00] How to Utilize the Get-Give Strategy
  • [07:00] It’s a Mindset Shift: Be Prepared and Control the B2B Sales Process
  • [08:50] More on a Core Concept of CCS: Quid Pro Quo / Don’t Give Without Getting 
  • [11:00] How to Negotiate with Professional Buyers
  • [13:50] The Hidden Dangers of Discounting

    • RESOURCES MENTIONED:

    • Free Trial of our CustomerCentric Online Course 
    • CHECK OUT THE CCS ONLINE COURSE

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      Customer Centric Selling Podcast with Frank Visgatis & Tim YoungBy Tim Young & Frank Visgatis
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