Pricing Table Topics: 2 of Clubs – Salespeople with Authority to Discount (opens in new tab)

This one is the 2 of Clubs from the Selling Value card deck. Salespeople are going to use every single tool they have available to them. Absolutely, they're going to use value selling if we've taught them how, and they understand, and they're doing a great job. But even if they're using value selling, it's very easy for them to offer discounts. And there's this attitude or belief that offering discounts helps close a deal faster. And maybe it does. Maybe when a customer or a buyer asks you fo...