How Discounting Is Killing Your Business—Here’s How to Stop It

In this podcast we go into 5 powerful reasons you must KNOW YOUR NUMBERS to GROW A BACKBONE with your Business Sales.

Discover just how empowering it is to do this simple calculation using the Financial Model Calculator I outline in this podcast.

We also go back and listen to a key part of the Mark Jackson interview where he outlines how his father was the one to challenge him then change his whole business experience by doing the numbers and knowing the numbers.

Here are just some of the key points:

5 Powerful Reasons to Know Your Costs, Charge What You're Worth, and Stop Discounting

1. Profit Protection – Know if You're Winning or Losing If you don’t know your true costs and minimum charge-out rate, you’re flying blind. Every deal could unknowingly be losing you money. Knowing your margins means you can confidently say yes to profit and no to loss-making work.

"If you don’t measure it, you can’t manage it."

2. Strategic Pricing – Charge What You're Worth Understanding your cost structure helps you price intentionally, not emotionally. This allows you to move from being a price-taker to a value-maker. You stop undercharging and start positioning your offer with confidence and credibility.

"Cheap pricing often signals cheap value."

3. Discounting Destroys Profit (Fast!) A 10% discount might seem small, but it can wipe out 50% or more of your profit margin. Unless you dramatically increase your sales volume (which often doesn't happen), you’re simply working harder for less. Know your break-even point and protect your profits.

"Discounting is a silent profit killer."

4. Smarter Deal Decisions – Say NO When You Must When you know your costs and minimum charge-out rate, you can walk away from bad deals with confidence. Some clients or jobs cost more than they bring in. Your pricing clarity gives you the power to make better decisions and avoid draining your resources.

"Not all revenue is good revenue."

5. Build a Sustainable, Scalable Business A business built on random pricing and gut-feel discounts is not scalable. But when you have structured, strategic pricing based on real numbers, you build repeatable, profitable growth. This is the foundation for long-term sustainability and business success.

"Real businesses run on numbers, not guesswork."

Take Action:

• Review and calculate your minimum charge-out rate.

• Know your fixed and variable costs.

• Stop discounting—start selling value.

• Train your team to price confidently.

• Build a business that grows with profit, not panic.

Need help with this? Call Leigh Farnell today to implement the CZ6 Sales and Business Growth System — your turnkey path to scalable, profitable business success.

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