Spot It.
Almost every quote includes a discount. Salespeople offer them to close deals, regular customers expect them and full price has become the exception. You suspect discounts are eating into profit, but nobody is tracking how much is being given away or why.
Sight It.
Discounting usually starts as a sales tool and turns into a habit. There is no policy on who can discount, how much or for what reason. Salespeople may be rewarded on revenue rather than profit, so a discount costs them nothing. Customers learn to ask because it always works. And when the team isn't confident explaining the value of what you offer, a lower price feels like the easiest way to win.
Solve It.
Put discounts back under control:
- Run a report of discounts given over the last six months, by customer and by salesperson.
- Set a clear policy covering who may approve discounts, the maximum amount and the reasons that qualify.
- Trade instead of giving: tie any discount to something you get back, like a larger order, faster payment or a longer commitment.
- Coach the team on explaining value so price isn't the only conversation.
- Review discount levels every month.
Every discount should be a decision, not a reflex.
Fixed it yourself? Great. Want help making it stick? Talk to a Troubleshooter.