The average discount was 9%. Most of it was never asked for.

A discount granted under pressure and a discount volunteered to relieve the seller's own nerves look identical in the ledger, and behave nothing alike.

By Steve 5 min read
Abstract bridge artwork for The average discount was 9%. Most of it was never asked for.

Most sales leaders can tell you the average discount on their book. Call it nine per cent: annoying, survivable, roughly in line with the industry. What almost no reporting system can tell you is the composition of that nine per cent: how much was extracted by a buyer who pushed, and how much was volunteered by a seller before anyone pushed at all. The distinction matters more than the depth. A discount conceded under pressure is the price of winning a competitive deal. A discount offered unprompted is the price…

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