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Write a deal desk discount request that shows the math

  • For Sales and customer success
  • You practice Setting limits and rules
  • Time about 5 minutes
  • Level Advanced

About this exercise

Ostrander Labs asked for 25% off. Write your deal desk request as 3 lines labeled List price, Their counter, Policy, each showing its math, then a last line starting "Recommendation:". Use the final seat count of 120. Your policy allows at most 15% with a 2-year prepay and manager approval, so recommend within that. Don't mention end-of-quarter pressure or any deadline. Plain text, under 130 words.

Common mistakes when you ask AI for this

  • Using the original seat count. The quote says 150 seats; the AI may not notice the Nov 3 update to 120. Try: Add: "Use the final seat count, 120."
  • Skipping the math. The AI writes "significant savings" without showing how it got there. Try: Add: "Show the math in each line, like 120 x $40 x 12 = $57,600."
  • Asking for what they asked. The AI passes on the 25% request without checking it against your policy. Try: Add: "Recommend only what policy allows: max 15% with a 2-year prepay and manager approval."
  • Using your quota as a reason. The AI sees your quarter-end note and turns it into pressure language. Try: Add: "Don't mention the quarter, quota or any deadline."
  • Forgetting it's plain text. AI adds bold labels and headings, which show up as stray symbols in the deal desk form. Try: Add: "Plain text only. No bold, no headings."
  • Trusting the AI to count words. AI is bad at counting and runs long when you only give a total like 130 words. Try: Cap each part instead, like "each line under 25 words," so the total lands well under 130.

What a strong prompt includes

  • Uses the final seat count
  • Asks for the math
  • States the policy limit
  • Bans deadline pressure
  • Asks for plain text

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