Paul shares three reasons why salespeople offer discounts unprompted. Show Notes: Salespeople will offer unprompted discounts for three reasons: fear of losing the business, negative price perception, and sellers Stockholm Syndrome. As you’ll learn in this episode, Paul loves golf. And you’ll hear the golf story that prompted this episode.  “I told the guy that I wanted to buy this club, and he still gave me a discount!”  “The seller could’ve researched who referred me to understand my pricing expectation.” A discount is pure profit exiting your company. Be aware of the pressure the buyer is experiencing and focus more on the value, not the price.  “Remember, you don’t need this sale.” Accepting this reality will give you confidence. “It’s not our perception of price that matters; it’s the customer's perception.” Just because you think the price might be high does not mean the customer feels the same way. Click here to purchase the latest copy of Value-Added Selling! Register for Andrea Klunder’s Launch Your Podcast class from The Creative Impostor Studios at http://www.thecreativeimpostor.com/qandalaunch. This virtual training is Thursday, August 13th, 7:00 pm CST. *** Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered.  The Q and A Sales Podcast is edited by The Creative Impostor Studios.  Thank you for tuning in. Make it a big day.