How Do I Handle Requests for Discounts?

Some people ask for a discount just to ask. Others want to be sure they're getting the best price possible. And some customers might be trying to play the negotiating game. But just because a customer asks doesn't mean a salesperson has to offer a discount to close the sale. First, make it clear to the customer that the store does not allow discounting. Then you must increase his or her perception of value when buying from you. You have to let the customer know that your store is different from other stores, especially those that discount at the mere mention of a price consideration. The key is the customer's perception of value and how well you created—or increased—that perception by the words you used in conversation with the customer. You have to sell yourself, and you have to sell the store. Here's an example of what a customer might say to a salesperson: “This ring is go
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