Objection handling
How to answer “Can you give me a discount”
The customer tests whether the price can move, or wants to feel they got a good deal.
Why customers say it
Negotiating is normal, and discounts are sometimes given.
Three ways to respond
One approach for each setting. Adapt the words to the customer and to your company’s rules.
- In sales
- Stay calm and trade, do not just cut. “I can look at what is possible. If we adjust something, such as the scope or the term, what would be most useful to you?” Only offer what you may offer.
- In insurance
- Be clear on what you can and cannot do. “The price follows the conditions. What I can do is check whether another option suits your budget. May I ask what you are aiming for?”
- In a contact centre
- Check the rules and be honest. “Let me see what I am able to offer. If there is nothing I can change on price, I will tell you straight away.”
A common mistake
A big discount at the first push. It tells the customer the first price was not real.
Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules and the terms of the product.
Practise it out loud
Talk to an AI customer who raises this objection and read in the report which sentence helped.
Questions about this objection
What does “Can you give me a discount” mean?
The customer tests whether the price can move, or wants to feel they got a good deal.
Why do customers say “Can you give me a discount”?
Negotiating is normal, and discounts are sometimes given.
How do you answer “Can you give me a discount”?
In sales: Stay calm and trade, do not just cut. “I can look at what is possible. If we adjust something, such as the scope or the term, what would be most useful to you?” Only offer what you may offer. In insurance: Be clear on what you can and cannot do. “The price follows the conditions. What I can do is check whether another option suits your budget. May I ask what you are aiming for?” In a contact centre: Check the rules and be honest. “Let me see what I am able to offer. If there is nothing I can change on price, I will tell you straight away.”
What is a common mistake when a customer says “Can you give me a discount”?
A big discount at the first push. It tells the customer the first price was not real.