Explain why value evidence should shape discount approval more than rep anxiety or buyer pressure.
The deal desk should ask for value proof before price movement. Quantified outcome What money, time, risk, growth, or compliance outcome does the buyer gain? If the answer is vague, the price defense will be vague. Next-best alternative What is the buyer comparing against? A competitor, manual process, internal build, delayed project, or no decision can all change the real value gap. Scope parity Is the lower price for the same scope, term, support, security, usage, implementation, and risk allocation? If not, the discount request is comparing unlike offers. Concession trade If price moves, what comes back? Longer term, faster…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in