How to respond to “Can you give me a discount?”: 3 answers
“Can you give me a discount?”
“Can you give me a discount?” is the question everyone asks at least once. How to answer without devaluing your price, and when a trade makes sense.
Practice this objectionWhy buyers say it
Asking for a discount costs nothing, so almost everyone does it. It isn't a sign of weak interest. Often it's the opposite: the buyer has already decided and just wants to close on the best terms. The risk is entirely on your side. Fold right away and you're telling them the starting price was padded and every future price is negotiable. Say no stiffly and you look inflexible. Founders who built the product alone often feel the price is already too high, and they give in out of relief. The rule that holds: a discount isn't a gift, it's a trade. Fewer features, a longer commitment, payment upfront, a referral. Something for something.
What it often means
- They've decided to buy and are just closing on the best terms
- They want to see how confident you are in your price
- The price is slightly above what they had in mind
Three answers that work
A straight discount, no, because the price is the same for everyone and I'd rather keep it that way. But if you want to spend less there are two routes: the [smaller] plan, which from what you've described might be enough, or annual billing, which comes out cheaper than monthly.
Why it works: A clear, reasoned no followed immediately by two real alternatives. The buyer doesn't feel rejected. They have a choice, and each option has its own logic. The price stays intact.
Can I ask why? Not to be difficult. If it's because the budget is a little short, let's see which plan fits. If it's because you're not sure it's worth that price, then that's the better thing to talk about, not the discount.
Why it works: You ask for the reason before answering. A discount request can hide a budget problem or a value problem, and those get solved differently. Neither gets solved with a discount.
Here's what I can do. If you start with [a longer commitment] or give me [a case study or an intro to a colleague], then [what you offer]. That's not a discount, it's a trade. If that's not interesting, no problem, the price stays as it is.
Why it works: It turns the discount into a trade with a clear criterion. The buyer gets something, you get something, and the product's value stays untouched. Closing with “no problem” shows you don't need to give in.
Avoid this one
Alright, fine, I'll take ten percent off.
Why not: You fold immediately and ask for nothing in return. The buyer learns the price was soft and will ask again, today and at renewal. And you devalued your work to avoid ten seconds of awkwardness.
Example dialogue
BuyerI like it. Can you give me a discount?
YouCan I ask why? Not to be difficult, I just want to know if it's budget or a doubt about the value.
BuyerNo, the value's there. I was just hoping to land a bit lower.
YouThen two routes: the Basic plan, which covers one site fine, or annual billing, which works out to two months less than monthly. A flat discount, no. The price is the same for everyone.
BuyerAnnual is a commitment, but two months less…
YouTake your time. You can start monthly and switch to annual whenever you want. I'll apply the difference from that point on.
Practice this objection
A simulated buyer says it to you out loud (or in writing), you answer, and you get a score plus the model answer. Free, no account, 2 minutes.
FAQ
Is it ever wrong to give a discount?
No. It's wrong to give one without a criterion. A discount in exchange for a longer commitment, upfront payment, a referral, or a rollout across several locations has a logic you can explain to anyone. A discount because the buyer asked has no logic, and it devalues the price for every future customer.
How do I say no without seeming rigid?
Give the reason and offer an alternative right away. “The price is the same for everyone, and I prefer it that way. If you want to spend less, here's what we can do” is a no with two doors open. Tone matters: calm, no apology, no stiffening. Someone confident in their price doesn't need to defend it hard.
What if they push and say they won't buy without it?
Ask what would change with the discount they want. If that really is the difference between buying and not, and the customer makes sense for you, a trade (longer term, fewer features) is reasonable. If it's just arm-wrestling, let them walk. A customer who only buys with a discount will ask for one at every renewal.