Control price exceptions without killing deals

Fill in all the fields with the override details. You'll need customer information, the product code, the current price, your requested new price, and the reason for the discount. If you're selecting competitive market, damaged product, or anything under "other," add a bit more context so reviewers know what they're looking at.

Look over the price override request that was submitted. Check that the justification makes sense and the discount level is reasonable. Let the team know if you need more analysis or if this one looks good to move forward.

This override needs a closer look. Go through the pricing patterns, compare it with similar past overrides, and figure out if this points to a market trend or if it's a one-off situation. Write up what you find so the team can use it when making future pricing calls.

Jot down the key takeaways from this override analysis. Think about market insights, what competitors are doing, or anything that could improve the process. Share your findings with the sales team so they're better prepared for future pricing negotiations.

Pull together all the documentation you'll need for the price override request. That includes the customer name, product or service details, standard pricing, your proposed pricing, and a clear business justification. Keep in mind that requests with weak or missing justifications won't make it through.

Work out how the proposed price override would affect your profitability. Calculate the revised margin and make sure the deal still makes sense. Write down any volume commitments, strategic value, or other reasons that justify taking a lower margin. If the margin reduction is large, you'll likely need Finance to sign off.

Send the override request to the right approver based on the discount percentage. Smaller discounts might only need your sales manager's approval, while larger ones require a director or VP to sign off. Check your organization's approval matrix and make sure the right person is reviewing this.

Apply the approved price override in your CRM, quoting tool, and billing system. Mark the special pricing clearly and set an expiration date if the override is time-limited. Double-check that all customer-facing documents show the correct pricing.

Record this price override in your tracking system for audit and reporting purposes. Include who requested it, who approved it, and what the final outcome was. Reviewing override patterns regularly can help you sharpen your pricing approach and spot areas where more coaching might help.