Never Give a Concession Without Getting One
When you lower your price or add something, ask for something in return, and make each concession smaller than the last.
Lab studies of concession patterns suggest that starting firm and giving ground slowly gets better outcomes, but results depend on the setting and have not been tested in agency selling.
Why it works
A free discount tells the buyer that your first price was padded and invites a second push. Trading keeps your price believable and often gets you something you want, such as more roles or faster payment.
How to do it
- Decide in advance what you could give and what you want back.
- Phrase it as: if you can do X, I can do Y.
- Ask for more roles, faster payment, an exclusive brief, or a testimonial.
- Make each concession smaller than the last.
- Stop after two or three rounds.
What to say
If you can give us all three roles, I can do 8% instead of 9%.
I can extend the replacement period to 120 days if payment is within 15 days of joining.
That's as far as I can go. Shall we go ahead on that basis?
Avoid
Giving a big discount at the first push. The buyer then expects another one.
Example
A Bengaluru agritech firm asked Manoj for 2% off. He offered 1% off if they gave him an exclusive brief for all six roles. They agreed, and he filled five of them.
Practise it
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