How to negotiate when they ask for a discount (still profitable)

So, what do you do if the customer starts to negotiate with you?

You’ve put a proposal down.

You said, “Look, it’s going to cost 25 grand for this project.”

The first thing they’ve said to you is, “We were really hoping we could do it for 20, or could you do us a discount?”

What I like to do is as usual agree, acknowledge, and close.

I go, “Yes, it is expensive. We could absolutely do you a discount.

What part of the service would you like to remove in order to reduce it to your budget?”

What we do is we never negotiate with price.

We only negotiate with stock.

So, let’s say I’m delivering five different pieces each for five grand, which equates to 25 grand, I’ll say to them, “Which one of those pieces would you like to remove in order to drop it down to 20 grand?”

At which point they’ll go, “Well, no, we don’t want to remove anything.”

“I’ll go. Oh, I see. So, you wanted to pay less amount of money, but for the same service. I agree that that would be great, but unfortunately, we can’t do that. What I can do is get started today.” If you would just require a signature and deposit, and if they do end up choosing something, it means you’re still profitable.

Mike Killen

Mike is the world's #1 sales coach for marketing funnel builders. He helps funnel builders sell marketing funnels to their customers. He is the author of From Single To Scale; How single-person, small and micro-businesses can scale their business to profit. You can find him on Twitter @mike_killen.