Mailbag – When Should I Discount?

We wish there was one simple answer to the question “How do I know when to discount?” Our first instinct is to, of course, say “NEVER!” But the answer is fully dependent upon the context in which you’re asking.

And then, what if the customer says, “You won’t get the business if you don’t discount”? Or, what happens when you have ‘over-spec’d’ the product? Meaning, your value is bigger than what the customer needs in his/her application. Some of these questions get answered on this podcast as a result of an email from a listener.