The value and price of a product should be inextricably linked, but often it isn’t so simple in real world.
How can one perceive the value of a product and support its price?
Here we see it through a funny example inspired by an episode that really happened.
The original title of this article was: Are they asking you for a discount? Mention the gilthead sea bream.
Apparently, it seems a title that has little to do with a pretentious theme such as value and price of the product. But like all simple parables, it contains a great teaching.
You’ll read and understand.
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Today you know how to answer to anyone asking you for a discount that you cannot grant without a thousand (sacrosanct) arguments.
When, exhausted, you think you have concluded the negotiation, here comes the last obstacle: the infamous “discount”.
You have certainly considered a percentage discount and are ready to grant it to take over the business, but how many times does the request for a discount go beyond the possible negotiations?
So far you have tried to explain well the value of your product or service: the weight of costs, labour, staff skills, time spent, management, delivery, but what effort …
Now you can show off an indisputable and immediate topic: the gilthead sea bream.
A restaurant owner answered this way to people asking for a discount for a banquet.
He didn’t list everything that didn’t allow him to grant an additional discount.
He didn’t rely on the fantastic seafront view, on the Trip Advisor rating, on the presence of VIP customers, on the sobriety of the restaurant, on the professionalism of the staff, on the large cellar available or on the generic quality of the food served.
He just said:
I buy fresh sea bream every day at 35 Euro/kg + VAT. If you prefer farmed sea bream at 10 Euro, there are other restaurants happy to give you a larger discount.
End of negotiations.
The quality makes the difference, this message is simple, but extremely effective.
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