Closing the last 10%: discounts, asks and final terms
How to handle the final stretch of a deal without leaking margin. Float discounts instead of offering them, trade every concession, and know when to give ground.
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Closing the last 10%: discounts, asks and final terms
What's inside
- Why offering a discount unprompted costs you margin
- Float, don't offer: the exact language
- The trade rule, I can probably do that if
- Let them raise price first so they are the ones explaining
- Accept, Clarify, Explore, Summarise for value objections
- How to judge when a concession is actually worth it
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