DEAL-DESK-MANAGEMENT5 MIN READ
Coach the Rep Out of a Panic Discount
Respond to a weak discount request with specific facts, impact, and a better next step.
Sam S Enterprise AE 1 Name the gap 2 Ask evidence 3 Set trade The request Sam asks for 35 percent off with competitor pressure but no value or scope evidence. The deal desk must preserve trust and pricing discipline at the same time. $740K deal value 35% discount requested Conversation model SBI for deal coaching
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