The first thing is to realize that YOU cannot force it. This is not about your product, or your price, or you. This is a response to a situation the client is encountering.
There are many situations in B2B selling where a change to the pricing offered initially is required: The need for compromise, the need for optics, the psychology of lowering the price, maybe semantics, or simply gamification.
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When you are discounting, you are saying to your customer that you don’t believe enough in what you’re selling that you think you can sell it for the standard price. As soon as you offer a discount, your prospect immediately loses confidence in you and sees that you don’t stand behind what you’re trying, wholeheartedly, to sell to them.
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How cool would it be if there were a silver bullet in sales, allowing us to exceed quota every time and make lots of money? If there was one thing we could say or do that magically makes clients buy. It would be cool, but it doesn’t exist.
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You might want to change your mindset regarding risk. Rather than perceiving risk as negative, you should view it as a balanced focus on both the downside of taking risks and not taking risks. A limiting mindset versus a liberating mindset.
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Be upfront with them immediately if you can, but if you need more information to present a fair, accurate estimate, ask for it. Try to have a more thorough conversation to understand your prospect's business operations and the needs that come with them.
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