Discounts might feel like the easy way to renew a client—but they quietly erode trust, value, and profits. Before you slash your rates, tune in to learn how to shift the conversation, protect your margins, and still walk away with a yes

💡 Key Insights:

• Discounts feel good in the moment but cost more in the long run.
• Price objections usually signal unclear value—not unwillingness to pay.
• Clients are more loyal to solutions that feel strategic, not cheap.

✅ Action Steps:

• Start renewal conversations early—don’t wait until the last minute.
• Highlight wins and real-world results from the past year.
• Link your work to the client’s goals and KPIs.
• Offer flexible packages instead of blanket discounts.
• Show what’s new—upgrades, innovations, or added support.

⚠️ Common Pitfalls:

• Giving in to pricing pressure too quickly.
• Forgetting to trade value when offering a concession.
• Treating all clients like price is their top priority.
• Surprising clients with price increases without a lead-up.
• Skipping the story—failing to explain why the value justifies the cost.

🎧 Time to rethink your pricing strategy? Listen now!

📝 Show notes at https://tkcpodcast.com/053

👥 Want more strategies like this?
Join The KAM Club—a global community for key account managers packed with training, templates, coaching, and expert playbooks to help you grow accounts with confidence.
🔗 thekamclub.com – Your next level starts here.