When someone asks you for a discount, you absolutely don’t have to give them one. This is entirely up to you. You can offer payment plans, customization, free offer, etc. Never dis-count yourself or what you bring to the table.
At the beginning of any natural sales conversation, the energy is transactional. It’s only about dollars, budget, and affordability. But the deeper you dive into the sales conversation and uncover your prospective customer’s needs, then, you can change the transactional energy into a transformational one.
Sales conversations can be fun! The goal is to take the pressure off of yourself and off your prospective client. If your energy is too intense or demanding, it doesn’t feel right. It feels like you’re there to close them VS serve them.