From the course: Creating Powerful Sales Proposals

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Providing a discount through a price play

Providing a discount through a price play

From the course: Creating Powerful Sales Proposals

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Providing a discount through a price play

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- Another price play option is to simply provide a discount. I'm pretty sure you've seen this done time and time again. This is when someone explains all the different items their offer has and then gives you a discount for taking action. Be sure to give people a reason why for the discount. You might explain, we're giving you such a great deal because we've got to make room for the new inventory coming in, or we simply have too many of these things and we're trying to get them out of here. It gives people comfort, versus having them think, is this too good to be true? A great example of price play was discussed by Dan Ariely in his commentary on a test done by the economist.com. What you're seeing now are options for a digital and a print subscription to the economist. And the first example you see that nearly 84% of people go for both the print and digital subscription at $125, versus digital only for 59. However, when…

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