Definition
Reducing a product's list price, usually to accelerate a purchase decision or win a competitive deal.
Why it matters for growth
Discounting can close deals faster but, used too often, erodes price integrity and trains customers to wait for the next markdown.
Example
A sales rep offers 15% off for signing an annual contract before quarter end, accelerating a deal that was otherwise stalled.
FAQ
- What is Discounting?
- Reducing a product's list price, usually to accelerate a purchase decision or win a competitive deal.
- Why does Discounting matter for growth?
- Discounting can close deals faster but, used too often, erodes price integrity and trains customers to wait for the next markdown.
- What is an example of Discounting?
- A sales rep offers 15% off for signing an annual contract before quarter end, accelerating a deal that was otherwise stalled.