Question

DHL
22
Choose the 'best' and the 'worst' action for the given situation.
You are in a second meeting with the decision maker at a large corporation. She is very impressed with your company's product and says that she is ready to buy immediately and proposes a price.
She says that she is not ready to spend more than the price she has proposed and that she has a competitive quote from another vendor. The quoted price means that you will have to give her a 20% discount. You are authorized to give a discount of up to 25%. What will you do?
Give the customer the 20% discount, impress the customer that the discount is specifically for her, and immediately close the sale.
Provide the customer with a quick, impressive, comparative study of the product and the alternative product she is considering, showing her clearly why my company's product deserves a higher price.
State that I am not authorized to give the discount, and immediately schedule a meeting between the customer and my boss.
Let the customer know that I am authorized to give only a 10% discount, and convince her to buy at that price.
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Answer 1

Best: Give the customer the 20% discount, impress the customer that the discount is specifically for her, and immediately close the sale.
- Reason: The buyer is ready to purchase and her price is within your authorized range (≤25%). Taking the deal preserves momentum, seals the win, builds goodwill, and avoids needless delay or escalation.

Worst: Let the customer know that I am authorized to give only a 10% discount, and convince her to buy at that price.
- Reason: Misrepresenting authorization or undercutting the offer risks losing the sale, damages trust, and needlessly complicates a situation you can already close.