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

This content is exclusive to JCK Pro subscribers. Subscribe now to access this and much more with discount code GOPRO21 for $199 for an entire year of access (reg. $249).


Already a JCK Pro? Log in

A JCK Pro subscription is your all-access pass to people and resources on the
cutting edge of the retail jewelry industry, from the industry authority you
know and trust

Learn about the Perks of JCK Pro

Log Out

Are you sure you want to log out?

CancelLog out