Margin is lost in the ninety seconds after a buyer says "what can you do on price". These prompts settle that in advance: where you open, what you trade and for what, and the point past which you politely stop. Decide it at your desk and you will never improvise a discount again.
What's Included
- Opening anchor: the number you start from, and the reason behind it.
- Concession ladder: each give paired with something you get back.
- Trade-offs: term length, scope, and payment timing before price.
- Walk-away framing: how to decline warmly and leave the door open.
How To Use
- Set your anchor and floor before you take the meeting.
- Generate the ladder and agree it with whoever approves discounts.
- Record every concession on the deal so the pattern is visible.
- Review quarterly to see where you keep leaking margin.
Prepare the case with proposal prompts, hold the line with objection handling, then bill it cleanly through estimate to invoice.