How to Handle the ‘Can You Give Me a Discount?’ Sales Objection

Hearing “Can you give me a discount?” is common in sales. But before you say yes or no, pause.

A prospect asking for a discount isn’t always about price—it’s often about perceived value. If they truly see your solution as essential, they’ll pay for it. Your job? Shift the conversation from cost to worth.

Here’s how to navigate this conversation with confidence while ensuring your prospect sees the real value in your solution.

Why Prospects Ask for Discounts

1. They want a better deal – Some buyers always ask, just to see if they can get a lower price.
2. They don’t fully see the value – If they don’t understand the impact of your solution, they’ll focus only on cost.
3. They’re comparing with a cheaper option – They need a reason to choose you over a lower-priced competitor.
4. They have real budget constraints – In some cases, they genuinely need pricing flexibility to move forward.

Your goal? Understand their reason and shift the conversation from price to value.

How to Respond Without Instantly Dropping the Price

1. Ask Why – Get to the Real Reason

Instead of answering right away, find out why they’re asking.

Example:
"I hear you. Just so I understand, is it a budget concern or are you comparing options?"

GPT Prompt:

Generate a response that helps me uncover whether the discount request is about budget limitations, price comparison, or value perception.

2. Reframe It – Focus on ROI, Not Cost

If they see the return, price becomes less of an issue.

Example:
"Totally understand. But let’s look at what this actually delivers—our customers typically see a 3X ROI within months. Wouldn’t that make the investment worth it?"

GPT Prompt:

Create a response that shifts the conversation from price to ROI, showing the long-term value of our solution.

3. Offer Added Value Instead of a Price Cut

Instead of discounting, see if you can provide extra value—like an extended trial, bonus training, or additional support.

Example:
"Rather than lowering the price, what if we included [bonus feature/training] at no extra cost? Would that help?"

GPT Prompt:

Suggest alternative ways to add value without reducing the price—such as bonus features, extended support, or training.

4. If They’re Comparing, Differentiate Yourself

If they’re price-shopping, highlight what makes you different.

Example:
"I get that pricing is important. But unlike others, we offer [unique feature, better support, proven results]. That’s why our customers choose us over cheaper options—because it works."

GPT Prompt:

Generate a response that helps me differentiate our solution from lower-priced competitors by focusing on unique value.

5. Use Social Proof to Reinforce Value

Show them others have had the same hesitation—but still moved forward.

Example:
"One of our clients asked the same thing. They decided to invest at full price, and within three months, they saw [key result]. Want me to share their story?"

GPT Prompt:

Provide a response that uses customer success stories or testimonials to overcome a discount request.

6. If You Must Discount, Trade for Something in Return

If a discount is necessary, ask for a commitment—like a longer contract or upfront payment.

Example:
"We don’t usually discount, but if you can commit to an annual plan, I can work on better pricing. Would that work for you?"

GPT Prompt:

Help me create a response that ties a discount to a trade-off, like a longer contract or upfront payment.

Cheat Sheet for Handling ‘Can You Give Me a Discount?’

Final Thoughts

A discount request isn’t just about saving money—it’s about making the prospect feel confident in their decision. Instead of lowering the price, focus on the value, ROI, and differentiation that justify your cost.

Next time someone asks, “Can you give me a discount?” don’t rush to say yes. Instead, turn it into a conversation that leads to a stronger, value-driven close.

How DocketAI Can Help

Struggling with pricing objections? DocketAI helps you respond with confidence by providing instant insights, ROI-backed responses, and competitive positioning—so you can close deals without slashing prices.

🎯 See how it works—Book a demo today!