Engagement Before Discounting

Effective sales strategy prioritizes engagement with the customer before resorting to price cuts. To avoid devaluing the product, salespeople should ensure that all obstacles to closing the deal are identified and addressed before considering discounts. A trial close technique allows salespeople to gauge customer commitment and confirm that no additional approvals or considerations are pending, ensuring a more strategic approach to negotiation. This method reinforces the perceived value of the product while still providing a pathway for price concessions if necessary.