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petercrocker
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Thanks to everyone, what great responses! One suggestion in particular that struck me was from Sherryn.

Sherryn McBride, post: 157 wrote:
If you have a scripted answer when prospective clients ask for a discount you won’t stumble through your response.

Knowing that people will ask for a discount at some point, it makes sense to develop a standard response that you can use to answer the question without the awkwardness and hesitation that can happen if you’re put on the spot without a firm position.

Thanks again,
Peter