does offering a discount, close the deal?

….. a lot of times, the answer is NO!

You’d be surprised how many vendors offer discounts in the negotiation process or (gasp) offer it up at the client interview, and it doesn’t mean you will close the deal.

Why?

Because there are other factors involved:

Perceived value.

Experience you are bringing to the table.

Location.

Is your service/or you a perfect match for their event?

TRUE STORY (wait for it):

A prestigious venue just offered my client $5k LESS than their original proposal. This was their FIRST OFFER in negotiations. BAM! $5k right off the top.

Her thought, “Is there something wrong going on with them? Are they not solvent?”

EYE OPENING!

I’ll just end this blog post right here. ‘Nuff said.

happy selling!