Paul provides some insight into why sellers discount…and why they should not have that authority. Show Notes  Salespeople discount because they can. They will discount to the parameters they are given. Do not let salespeople have discounting authority! Salespeople fear losing the business. They forget how much power they have in a negotiation. You don’t have to be the cheapest to win. Review your success stories. Sellers need to be trained on how to sell value. “Rather than thinking of ways you can discount, think of ways that you can create more value.” Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.