How to say no to buyers requesting excessive discounts
Refusal Script for Buyers Requesting Excessive Discounts
Case: Buyers always ask us to give more discounts on goods
1. Situation Analysis
Core Conflict
Buyers' surface demand (price reduction) often masks real needs:
- Value validation ("Am I getting the best deal?")
- Budget anxiety
- Industry negotiation habits
Seller's dilemma:
- Short-term pressure vs. long-term profit margins
- Relationship preservation vs. price precedent risks
Psychological Barriers
- "Discount refusal = Lost sales" cognitive bias
- Overestimating price sensitivity (Harvard Business Review: 68% customers prioritize reliability over lowest price)
2. Refusal Scripts (Gentle Tone/Face-to-Face)
Strategy Implementation
-
Buffer Method
"Let me confirm our cost structure first. Could we revisit this after I check production details?" -
Value Anchoring
"Our pricing ensures quality control - like the triple-inspection system that prevents defects." -
Conditional Exchange
"At 30% higher order volume, we could offer 5% loyalty discount on future orders." -
Sandwich Approach
"Your negotiation skills are impressive! Our pricing already reflects maximum value. Let me show comparative market data." -
Systematic Filter
"All discount requests require written justification per company policy. Here's the approval form." -
Non-Confrontational Language
"I need to maintain fair pricing for all partners. Let's explore other value-added solutions." -
Rule-Based Refusal
"Our ERP system automatically blocks discounts beyond 5% without board approval." -
Alternative Offering
"Instead of discounting, we could extend warranty coverage by 6 months at no cost." -
Future Commitment
"While I can't adjust pricing now, I'll prioritize your shipment scheduling next quarter." -
Empathetic Boundary
"I completely understand budget concerns. Our cost structure requires maintaining this price point to sustain service quality."
3. Post-Refusal Management
Relationship Repair Tactics
-
Delayed Compensation
"Though we can't discount, I'll include premium packaging at no extra cost this shipment." -
Value Demonstration
Provide cost-breakdown infographic: "This shows how we reinvest profits into quality control." -
Micro-Commitment
"Let's schedule a call next week to optimize logistics efficiency for your operations."
Anti-Coercion Measures
When buyers threaten to switch suppliers:
"Quality partnerships require mutual sustainability. I'm happy to recommend alternatives if our terms don't align with your needs." (Maintain calm eye contact)
Non-Verbal Essentials
- Power Pose: Stand with open posture near pricing documentation
- Visual Aid: Present printed market comparison charts while speaking
- Vocal Control: Use downward inflection at sentence endings to signal finality
Cognitive Reinforcement
Remember:
"Consistent pricing protects buyers from future cost fluctuations - this is professional care, not rejection."
Refusal Script for Buyers Requesting Excessive Discounts
1. Situation Analysis
Core Conflict
Buyers' surface demand (price reduction) often masks real needs:
- Value validation ("Am I getting the best deal?")
- Budget anxiety
- Industry negotiation habits
Seller's dilemma:
- Short-term pressure vs. long-term profit margins
- Relationship preservation vs. price precedent risks
Psychological Barriers
- "Discount refusal = Lost sales" cognitive bias
- Overestimating price sensitivity (Harvard Business Review: 68% customers prioritize reliability over lowest price)
2. Refusal Scripts (Gentle Tone/Face-to-Face)
Strategy Implementation
-
Buffer Method
"Let me confirm our cost structure first. Could we revisit this after I check production details?" -
Value Anchoring
"Our pricing ensures quality control - like the triple-inspection system that prevents defects." -
Conditional Exchange
"At 30% higher order volume, we could offer 5% loyalty discount on future orders." -
Sandwich Approach
"Your negotiation skills are impressive! Our pricing already reflects maximum value. Let me show comparative market data." -
Systematic Filter
"All discount requests require written justification per company policy. Here's the approval form." -
Non-Confrontational Language
"I need to maintain fair pricing for all partners. Let's explore other value-added solutions." -
Rule-Based Refusal
"Our ERP system automatically blocks discounts beyond 5% without board approval." -
Alternative Offering
"Instead of discounting, we could extend warranty coverage by 6 months at no cost." -
Future Commitment
"While I can't adjust pricing now, I'll prioritize your shipment scheduling next quarter." -
Empathetic Boundary
"I completely understand budget concerns. Our cost structure requires maintaining this price point to sustain service quality."
3. Post-Refusal Management
Relationship Repair Tactics
-
Delayed Compensation
"Though we can't discount, I'll include premium packaging at no extra cost this shipment." -
Value Demonstration
Provide cost-breakdown infographic: "This shows how we reinvest profits into quality control." -
Micro-Commitment
"Let's schedule a call next week to optimize logistics efficiency for your operations."
Anti-Coercion Measures
When buyers threaten to switch suppliers:
"Quality partnerships require mutual sustainability. I'm happy to recommend alternatives if our terms don't align with your needs." (Maintain calm eye contact)
Non-Verbal Essentials
- Power Pose: Stand with open posture near pricing documentation
- Visual Aid: Present printed market comparison charts while speaking
- Vocal Control: Use downward inflection at sentence endings to signal finality
Cognitive Reinforcement
Remember:
"Consistent pricing protects buyers from future cost fluctuations - this is professional care, not rejection."