Pricing Table Topics: 5 of Diamonds – Give Salespeople Discount Authority (opens in new tab)

This one is the 5 of Diamonds from the Selling Value card deck. We typically give our salespeople some level of discount authority. And the reason we do that is, let's say they walked in, and they asked the factory, or headquarters, 'Hey, could I have a 5% discount?' And we always say yes to that. Then all we've done is slowed down the sales process. Instead, we give them some level of discount authority. Knowing that, you know, if you come in for 5% or less, I'm going to give it to you anywa...