Never Give a Discount for Free
Practical ways to never give a discount for free, because every concession should earn something in return.
Concessions are currency. Trade, do not donate.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
Free discounts teach bad habits
Giving something for nothing invites more demands and lowers the value of your price.
Stop doing it.
Use the if-then structure
Saying I can lower the price if we agree a longer term turns a concession into a trade.
Practise it.
Ask for something in return
Every concession deserves a matching gain, such as volume, speed or a referral.
List options.
Concede slowly
Quick concessions signal there is more to give.
Wait before moving.
Make each concession smaller
Shrinking steps signal that you are approaching your limit.
Plan the sizes.
Name the cost of the concession
Telling them what it costs you shows its value.
Say it plainly.
Track what you have given
A running list keeps the exchange balanced.
Keep notes.
Use "if... then"
Trade.
Practise.
Ask for something
Balance.
List options.
Name the cost
Value.
Say it.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“I can lower the price if we agree a longer term.”
“What can you offer in return?”
“That concession has a real cost for us.”
“Is that acceptable?”
“I cannot do that on its own.”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Write the “if… then” phrase
List what you can ask in return
Never concede without a trade
Slow your concessions
Smaller each time
Track your concessions
Review
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: Let Them Talk Themselves Into ItNext: Trade, Do Not Just Give →
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
