Leaders: Do You Have A Negotiating System … Or A Discounting System?

[CEO World]

In other words: What is the process for negotiation that has been taught and trained to all your salespeople? If you get a clear answer, then rest assured you won’t be experiencing discounting on a regular basis, and you’ll see a lot of healthy high-margin deals emerging from the pipeline.  However, if the answer is indistinguishable from “give salespeople permission to discount,” then it is time to make some changes.