BizSugar.com › Sales › 60% of Companies Have Terrible Price Discipline. Does Yours?

We’ve all had this awkward conversation with customers:

“Can you go any lower? I can’t afford that, but if you can drop the price just a bit, I might be able to make it work.”

It’s uncomfortable but not uncommon.

Sales reps and account executives face price negotiations every single day. How they handle these conversations is the difference between a profitable deal and an unprofitable one. What truly separates successful sales reps from the unsuccessful ones is much more than their close rates; those who can hold the line with price discipline and sell as close to the list price as possible are the most valuable members of a company’s sales team.