The “lever” Sellers are quickest to reach for when confronted by a buyer’s resistance, sometimes ever before encountering any resistance, is discounting. What impact does a 5% discount have on your company’s overall profitability? You don’t have to be the CFO to care about this answer, or to understand it. This video walks you through step-by-step in just a few minutes.
Also covered in this seven-minute presentation is why you can’t expense control your way out of a recession. Good ammo for when you are being asked by your CFO to cut back on expenses; instead you can show why you’re holding the line on discounting instead!