What I say when someone asks me for a discount.

0:00When someone asked me for a discount, here's what I always say. I just say, I could do it for more, and I say it just like that. The reason this works is because when people ask for a discount or ask if you can do it for any less, it's actually a buying question. They've already made the decision to buy, and now they're just trying to see if they can pay less, which actually means the ball's in your court and you're in the advantage. And so, rather than going back and forth, just counter-anchoring, because a discount is an implied anchor of less. And so, you just do an implied anchor of more, and then very quickly they'll just say, "Oh, no, no, that's fine. I'm good with that." And then you close the deal.