A buyer you really want to win asks for a 30 percent discount at the last minute. Walk me through how you handle it.

What the interviewer wants to hear

• Understand the real reason behind the request
• Know your walk-away point and approval limits
• Trade concessions for value (give-get)
• Use non-price levers: term, payment, scope, start date
• Protect margin and future pricing precedent

Model answer

First I would not react with a yes or no. I would ask what is behind the request: is it a budget limit, a competitor offer, or a procurement target they must show? The answer changes my approach. Before the next conversation I would know my approval limits and walk-away point. Then I would trade, not give. For example, a smaller discount in exchange for a two-year contract, annual upfront payment, a case study, or signing by a set date. I can also change scope, such as starting with fewer users or a phased rollout, so the price fits their budget without cutting our value. I would also think about precedent: a big unearned discount makes renewals harder. If the deal only works at a loss, I am ready to walk away politely.

More hard Business Development Manager questions

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• Your biggest partner announces a product that competes with part of yours. How do you handle the relationship?
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• Leadership wants to sell into healthcare, an industry where you have no customers. How would you test it before committing?
• Your manager pushes you to tell a prospect a key integration is "ready" when it is only planned. How do you handle it?