The Reality is Sales Training
Price Integrity and the Awkwardness of Discounting
Published: 25 March 2026 at 15:00 Europe/London
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Episode notes
We dig into price integrity and why fear-driven discounting can destroy trust faster than any competitor. We show how confident price delivery comes from believing in value, not from hoping the customer does not notice the number.
• price integrity and refusing arbitrary discounts
• why focusing on the price tag creates hesitation
• role-play on selling prestige cars you cannot afford
• the simple rule for price delivery...
• how disposable income and finance change affordability
• value-based selling principles using Zig Ziglar and Warren Buffett
• one-minute exercise to list buyer reasons and build confidence
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