You got approval and now… Procurement

You got through the hard part of the sale, you got the approval and now comes Procurement saying:

“We’re about to place the order. Do we get a discount?“

There are 3 possible ways you could go on it.

1. Say no and call it out. “We got approval and agreement for the price. I’m curious, what’s the reason for this to happen?“
2. “Sure. I could do a 1-figure discount for early-payment, etc.“
3. “No can do for this one. However, with the following projects we could take this into consideration.“

It’s always a choice and seeing the way forward.

Remember, they’re trained to do this (asking for discount, pressure test, etc.). You can train this too. 🙂