If a prospect rejects the proposal and is not asking for a discount, what should you do first?

• A. Immediately offer a discount
• B. Retain the status quo
• C. Determine what else is needed; consult HPP/WC/Admin Pricing as required
• D. Schedule a follow-up meeting

Answer: (C)

The main idea here is to uncover what else the prospect needs beyond price and bring in the right people to address those needs. If a proposal is rejected but no discount is requested, the best first move is to understand any remaining gaps, constraints, or decision criteria that are keeping them from moving forward. Ask targeted questions to identify what outcomes they require, what policy or contractual constraints exist, what approvals are pending, and what additions (features, services, terms) would make the solution viable for them.

Then bring in the appropriate internal resources—the people who can review pricing, terms, and feasibility, such as HPP, WC, or Admin Pricing—so you can respond with options that fit policy and deliver real value. This approach preserves pricing integrity while tailoring the proposal to their needs, rather than jumping to a discount or letting the discussion stall.

If helpful, remember that offering a discount too early can devalue the perceived worth of the solution, while retaining the status quo doesn’t progress the deal. Scheduling a follow-up is useful, but only after you’ve clarified what’s needed and what internal options exist.