[{"data":1,"prerenderedAt":50},["ShallowReactive",2],{"glossary-discount":3},{"slug":4,"path":5,"title":6,"description":7,"term":8,"wordCount":9,"hasExample":10,"inboundLinks":11,"isPublished":10,"html":12,"data":13,"related":28,"lessons":47},"discount","/glossary/discount","What Is Discounting in Sales? Definition and How to Avoid It","Discounting is lowering the price to win a deal. A little is normal; chronic discounting is a sign of a weak value proposition or weak qualification — and every dollar off comes out of margin, commission, and quota.","Discounting",203,true,12,"\u003Cp>Discounting is lowering the price to win a deal — usually to close a \u003Ca href=\"/glossary/proposal/\">proposal\u003C/a> that is stalling or facing a competitor. A little discounting is normal; chronic discounting is a sign of a weak \u003Ca href=\"/glossary/value-proposition/\">value proposition\u003C/a> or weak qualification. Because every dollar off the price comes out of the margin, discounts are usually limited, and managers watch them closely. They also hit your \u003Ca href=\"/glossary/commission/\">commission\u003C/a> and \u003Ca href=\"/glossary/quota/\">quota\u003C/a>, since many plans pay on the discounted value, not the list price.\u003C/p>\n\u003Ch2 id=\"in-plain-english\">In plain English\u003C/h2>\n\u003Cp>A discount is trading margin for a signature. The question is whether it is a smart trade or a habit. Reps who discount everything train buyers to wait for the markdown; reps who hold price earn the margin and the respect.\u003C/p>\n\u003Ch2 id=\"why-it-matters-to-you\">Why it matters to you\u003C/h2>\n\u003Cp>Discounting is one of the first \u003Ca href=\"/glossary/negotiation/\">negotiation\u003C/a> levers you control, and it is also the most visible. Before you cut price, add value, restate the cost of inaction, and get the buyer to \u003Ca href=\"/glossary/champion/\">champion\u003C/a> you internally. In an interview, saying "I hold price by staying close to the \u003Ca href=\"/glossary/economic-buyer/\">economic buyer\u003C/a>" is far more credible than saying you discount to close.\u003C/p>\n\u003Cp>For negotiating price without giving away margin, see \u003Ca href=\"/academy/account-executive/prepare-for-the-sales-negotiation/\">Negotiate Price Without Killing Value\u003C/a>.\u003C/p>\n",{"title":6,"description":7,"primaryQuery":14,"term":8,"publishedAt":15,"author":16,"reviewedAt":17,"example":18,"relatedTerms":19,"lessons":26},"what is discounting in sales","2026-08-18","closers","2026-09-24","\"I held price by showing the buyer what inaction costs them, so I didn't have to discount to close.\"",[20,21,22,23,24,25],"proposal","negotiation","commission","quota","pipeline","value-proposition",[27],"/academy/sdr/sdr-vs-ae",[29,32,35,38,41,44],{"slug":20,"path":30,"title":31},"/glossary/proposal","What Is a Sales Proposal? Definition and How to Write One",{"slug":21,"path":33,"title":34},"/glossary/negotiation","What Is Negotiation in Sales? Definition and How It Works",{"slug":22,"path":36,"title":37},"/glossary/commission","What Is Sales Commission? Definition and How It Works",{"slug":23,"path":39,"title":40},"/glossary/quota","What Is a Quota in Sales? Definition and How It Works",{"slug":24,"path":42,"title":43},"/glossary/pipeline","What Is a Sales Pipeline? Definition and How It Works",{"slug":25,"path":45,"title":46},"/glossary/value-proposition","What Is a Value Proposition in Sales? Definition and Examples",[48],{"path":27,"title":49},"SDR vs AE: What Changes When You Get Promoted",1792888522326]