How-to guide
How to defend a discount: trade value instead of cutting price
When a buyer asks for a discount, do not say yes or no first. Ask what is behind it, link value to price, and trade a concession for something in return, such as volume, term or speed. Teachrity lets reps rehearse it with an AI buyer who keeps pushing.
Find the reason
Is it budget, a competing quote or a negotiating habit? The answer decides the reply.
Restate value
Remind the buyer what the price covers in outcomes, such as downtime avoided or hours saved, not features.
Trade, do not give
Offer a lower setup fee for a longer term, or a discount for a larger volume. A concession with no return teaches the buyer to ask again.
Hold the line politely
Practise saying the price is the price in a calm tone, and offer what you can change instead.
Documenting the trade
Write the concession and what you received in the order form, so the buyer remembers it was a trade.
Sample exchange
Trading a concession
AI buyerGive me ten percent off and I will sign today.
RepWhat would ten percent change for you?
AI buyerIt gets me past budget approval.
RepI cannot cut the licence price, but I can lower setup costs if you sign a two-year term.
Illustrative script written to show the format. It is not a transcript of a real learner.
Frequently asked questions
Should I ever discount?+
Yes, when you receive something of value in return.
What if a competitor is cheaper?+
Ask what the cheaper option leaves out.
Can I practise this with my own prices?+
Yes. Load your pricing logic into the scenario.
Related on Teachrity
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