Fast Friday Win #19 – Stop Discounting: Start Adding Value

When a prospect says, “That’s a bit expensive,” most salespeople panic.

They start trimming prices, throwing in freebies, or chasing competitors.
But here’s the truth: discounting doesn’t win trust - it erodes it.

The moment you drop your price, you tell the customer you didn’t believe in your own value.

💡 The Quick Win

Instead of discounting, add value.

Here’s how:

1. Reframe the Conversation
   When someone says “That’s too much,” respond with:

   “I completely understand - can I show you what’s included and why it delivers a higher return?”

   This shifts the focus from cost to outcome.

2. Add Value, Don’t Remove It
   Instead of lowering the price, include something that enhances the deal —
   an extra check-in call, faster delivery, or priority support.

3. Anchor with Confidence
   Use your tone and body language to signal calm certainty.
   Confidence is contagious, if you don’t blink, they won’t either.

💬 Example

💬 Client: “That’s more than I expected.”
💬 You: “I hear that a lot, most people are surprised at first, until they realise what’s included. Let me walk you through how it pays for itself.”

You’re not arguing. You’re educating.

✨ Fast Win

Next time you’re tempted to discount, pause and ask:

“How can I add value instead?”

That one shift will protect your margin and elevate your brand.

Want to master value-based selling?
My SPACE Sales Training workshops teach teams how to handle price objections and close with confidence.
📅 Book a free 20-minute strategy call and I’ll show you how to sell on value, not price. Book Here!