Episode Details
Back to EpisodesEp 235: 3 Things to Say When You're Asked for a Discount
Description
A buyer loves your line, wants to order, and then asks if you can “do a little better” on price. Most makers cave in the first ten seconds, and every cave teaches that retailer your price sheet is a starting point. In this short episode, Andee gives you three exact things to say instead, in the order to say them, so you can hold your wholesale price, keep the account, and stop handing over margin to make an awkward moment go away. It works in a buyer’s inbox, in your DMs, and at a market table.
KEY TAKEAWAYS
• Nobody negotiates on something they don’t want. A discount request means the buyer has already decided to carry your product and is now working on the deal, which puts you in a stronger position than you feel.
• The first move is a question, not a concession. “Tell me more about that” reveals whether the ask is budget, risk, or reflex, and each of those needs a different answer. Many habit asks end right there.
• Hold your price by connecting it to her outcome, never by explaining your costs. Retail price, keystone margin, sell-through timing, and “everyone pays the same” do more for trust than any discount.
• When you do concede, trade instead of discounting. Lower first-order minimum, free shipping at a threshold, a tester and display card, or a reorder bonus all cost less than margin and get something back.
• A retailer who only buys at a discount is a leak, not an account. Holding your price is how you find out which one she is.
Resources & Links
👉🏼 Apply for the Faire Accelerator
👉🏼 Grab your seat for the Retail Ready Wholesale Challenge.
👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!
👉🏼 Best SEO Tool to drive organic traffic to your website
👉🏼 My favorite email marketing platform
** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.
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