Quotations & sales
Handling discount requests without cutting value
When buyers ask for a discount, first understand why, then explain the value and offer scope or material options instead of cutting price on the same work. Keep any agreed change in writing.
Ask why
The request may come from a budget limit, a competitor quote or simply habit. The right answer depends on which.
Trade, do not just cut
- Adjust materials or finishes
- Phase the project
- Simplify a feature
Explain the difference
If a competitor is cheaper, compare scope and materials item by item rather than criticising them.
Stay consistent
Random discounts teach buyers to always ask. Have clear rules for what can change.
Questions about this topic
Is giving a discount ever fine?
It is your decision; just make sure it is deliberate and documented.
What if they still choose cheaper?
Part well and keep in touch. Some return later.