Avoiding Premature Discounting

Avoiding Premature Discounting

Purpose of This Lesson

To protect value and authority.

Why Discounting Early Is Dangerous

Early discounting:

• Signals insecurity
• Reduces perceived value
• Attracts price-driven buyers
• Weakens long-term commitment

Discounting before resistance appears is self-sabotage.

Common Triggers That Lead to Unnecessary Discounts

• Silence after price
• Neutral facial expressions
• “We need to think”
• Procurement presence

These are not objections.