In this episode I talk about the issue of pre-discounting. We've probably all done this at some stage and it's a behaviour and mindset we need to STOP!
If you've ever written a proposal or proposition for a customer and priced the proposal to the value and outcomes you get your customer then said to yourself "this is high" or "that's a lot" then talked yourself into redoing the price, then this episode is for you.
I know many people who have fallen into this margin destroying behaviour, yet it's simple to get out of.
Too often we can lower our price - on the basis the we don't want to get objections from the customer and lose the business - before we've even had the price and value conversation with them.
This is called pre-discounting and impacts your margins, self esteem and confidence.
In this episode I urge you to stop doing it and give you a couple solutions to try to avoid making this costly mistake.