Paul shares five reasons why salespeople should NOT have pricing authority.

Show Notes:

Under no circumstances should salespeople have pricing authority! Pricing is strategic because it impacts profitability. 

Salespeople are emotional and irrational (So is everyone). Salespeople will feel the pressure and cave in and discount. Savvy buyers know how to make the seller feel the pressure.

Salespeople will also succumb to Stockholm Syndrome. They are more likely to side with the buyer's need for a discount than their company's need for profit. 

Just like work expands to the time allotted, so will the discount expand to the parameters set. 

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