How to avoid granting discounts
There are better ways to close the deal without negotiation on price. Maybe the customers are buying less often, spends less for each transaction and each purchase is made with more attention to the price and even more the quality of the product and if they see that there is a discrepancy between the qualities and waive the purchase price or you must give them a discount. But be careful, because when the quality of the product justifies its price, people still buy.
And to buy them without giving discounts remember these basic points of sale.
Quality is more important than price
The price is what comes out of the deal. Quality is what you offer to your customer.
Quality can refer to a service or a product, delivery and installation in the day, special materials, reliable service, product selection, etc.. etc.. are just some examples of quality and value perceived by the customer.
To clarify what is the value / quality you offer to your customers, answer the following questions:
● Compared to competitors, what is the level of quality you offer?
● What are the unique benefits you can offer?
● What are the needs of the customer who can satisfy?
● How convenient for the customer buy from you?
● How reliable is the product / service?
● What are the best?
At this point you have to transmit your message, because if the customer does not receive the quality that you’re offering, will simply buy the product / service you are offering the best possible price.
Not all products are price-sensitive
Customers focus on the price when the product is considered to be available and easily available and replaceable. The marketing people are working hard to create a unique value to its products even if this is similar to that of other companies. The price is less important if the product is considered unique and or superior. If you sell something that the customer perceives as “added value” (car that consumes less, an exclusive place to celebrate with friends, a desk with high-grade materials, etc.. Etc..), The customer will be less inclined to ask for a discount on the price .
Discounts can cut down your profits
Trying to build a winning business solely on rebates is dangerous and usually unnecessary. There will always be someone who will offer a lower price than yours. Also, if you offer more discounts, when you consider it appropriate it will be difficult to resume normal charging and you will encounter resistance from your customers.
Rather than offering more discounts, it’s much better to promote special offers and discounts for limited periods of time and then return to normal without charging problems. Alternatively, you can offer discounts based on certain conditions. For example: family discount packages, promotions on the days you work less, offers to buy wholesale, multiple purchases of products, etc. collected points. etc.., so that you can offer discounts without leaving the normal price.
Present rate
If you want to avoid discounts, pay attention to the presentation of the price. The price must be expressed clearly and firmly. Do not play with the figures and be clear with everyone, the customer should know what to buy and at what price. Avoid commas and cents (if you can) and prefer round numbers of which the customer already discounted price.
But above all, communicated with the price firmness and enthusiasm, so as to understand the customer that this price is justified by the value of the product.
