---
title: The Key to Escaping the Dangerous Discounting Cycle
description: Tim Mullane breaks down the key to escaping the dangerous discounting cycle through Give-Gets – a must-have tool for any value-centric commercial strategy that leverages your differential value.
image: https://blog.holdenadvisors.com/hubfs/Screen%20Shot%202018-10-17%20at%204.02.21%20PM-1.png
---
[](https://www.holdenadvisors.com/)
- About
- [Overview](https://www.holdenadvisors.com/about/overview/)
- [Core Values](https://www.holdenadvisors.com/about/core-values/)
- [Leadership](https://www.holdenadvisors.com/about/leadership/)
- [Partners](https://www.holdenadvisors.com/about/partners/)
- [Careers](https://www.holdenadvisors.com/about/careers/)
- [Solutions](https://www.holdenadvisors.com/about/overview/#)
- [Sales](https://www.holdenadvisors.com/about/overview/#)
- [Overview](https://go.holdenadvisors.com/solutions/sales/improve-sales-performance)
- [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/)
- [Selling With Backbone](https://www.holdenadvisors.com/solutions/sales/selling-with-backbone/)
- [Coaching](https://www.holdenadvisors.com/solutions/sales/coaching/)
- [Pricing](https://www.holdenadvisors.com/about/overview/#)
- [Overview](https://go.holdenadvisors.com/solutions/improve-pricing-performance)
- [Audit](https://www.holdenadvisors.com/solutions/pricing/audit/)
- [Analytics](https://www.holdenadvisors.com/solutions/pricing/analytics/)
- [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/)
- [Insights](https://www.holdenadvisors.com/about/overview/#)
- [Blog](https://www.holdenadvisors.com/blog/)
- [Video Series](https://www.holdenadvisors.com/about/overview/#)
- [Pricing with Confidence](https://go.holdenadvisors.com/pricing-with-confidence)
- [Publications](https://www.holdenadvisors.com/about/overview/#)
- [Books](https://www.holdenadvisors.com/insights/publications/books/)
- [White Papers](https://www.holdenadvisors.com/papers)
- [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
- [Case Studies](https://www.holdenadvisors.com/studies)
- [Events, Webinars & Podcasts](https://www.holdenadvisors.com/insights/events-webinars-podcasts/)
- [Reed’s Bookshelf](https://www.holdenadvisors.com/bookshelf)
- [Contact](https://www.holdenadvisors.com/contact-us/)
- About
- [Overview](https://www.holdenadvisors.com/about/overview/)
- [Core Values](https://www.holdenadvisors.com/about/core-values/)
- [Leadership](https://www.holdenadvisors.com/about/leadership/)
- [Partners](https://www.holdenadvisors.com/about/partners/)
- [Careers](https://www.holdenadvisors.com/about/careers/)
- [Solutions](https://www.holdenadvisors.com/about/overview/#)
- [Sales](https://www.holdenadvisors.com/about/overview/#)
- [Overview](https://go.holdenadvisors.com/solutions/sales/improve-sales-performance)
- [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/)
- [Selling With Backbone](https://www.holdenadvisors.com/solutions/sales/selling-with-backbone/)
- [Coaching](https://www.holdenadvisors.com/solutions/sales/coaching/)
- [Pricing](https://www.holdenadvisors.com/about/overview/#)
- [Overview](https://go.holdenadvisors.com/solutions/improve-pricing-performance)
- [Audit](https://www.holdenadvisors.com/solutions/pricing/audit/)
- [Analytics](https://www.holdenadvisors.com/solutions/pricing/analytics/)
- [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/)
- [Insights](https://www.holdenadvisors.com/about/overview/#)
- [Blog](https://www.holdenadvisors.com/blog/)
- [Video Series](https://www.holdenadvisors.com/about/overview/#)
- [Pricing with Confidence](https://go.holdenadvisors.com/pricing-with-confidence)
- [Publications](https://www.holdenadvisors.com/about/overview/#)
- [Books](https://www.holdenadvisors.com/insights/publications/books/)
- [White Papers](https://www.holdenadvisors.com/papers)
- [Newsletter](https://blog.holdenadvisors.com/tag/newsletter)
- [Case Studies](https://www.holdenadvisors.com/studies)
- [Events, Webinars & Podcasts](https://www.holdenadvisors.com/insights/events-webinars-podcasts/)
- [Reed’s Bookshelf](https://www.holdenadvisors.com/bookshelf)
- [Contact](https://www.holdenadvisors.com/contact-us/)
# Holden Advisors Blog
# The Key to Escaping the Dangerous Discounting Cycle
Posted by [Tim Mullane](https://blog.holdenadvisors.com/author/tim-mullane) on Oct 18, 2018 6:00:00 AM
Find me on:
[LinkedIn](https://www.linkedin.com/in/tim-mullane-06bb02/)
- [Tweet](https://twitter.com/share)
Watch as Tim Mullane explains the key to escaping the ever-dangerous discounting cycle. Give-Gets℠ – a valuable tool for any value-centric commercial strategy – follow a simple principle: *If I give you something, I get something in return.* What Give-Gets℠ do you have for your team?
*Read more on how to stop discounting and get the most from your Give-Gets*℠.
[](https://cta-redirect.hubspot.com/cta/redirect/2542915/26b94278-3687-457c-bad5-ec672f423f44)
Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
### **Search the Holden Advisors Blog:**
This is a search field with an auto-suggest feature attached.
- There are no suggestions because the search field is empty.
### Subscribe Below:
### Recent Posts
### Posts by Tag
- [Pricing with Confidence (68)](https://blog.holdenadvisors.com/tag/pricing-with-confidence)
- [Negotiating with Backbone (63)](https://blog.holdenadvisors.com/tag/negotiating-with-backbone)
- [Selling with Confidence (43)](https://blog.holdenadvisors.com/tag/selling-with-confidence)
- [Newsletter (41)](https://blog.holdenadvisors.com/tag/newsletter)
- [Uncovering your Value (26)](https://blog.holdenadvisors.com/tag/uncovering-your-value)
- [Celebrating 10 Years of Pricing with Confidence (12)](https://blog.holdenadvisors.com/tag/celebrating-10-years-of-pricing-with-confidence)
- [value selling (9)](https://blog.holdenadvisors.com/tag/value-selling)
- [Selling with Backbone (8)](https://blog.holdenadvisors.com/tag/selling-with-backbone)
- [value (8)](https://blog.holdenadvisors.com/tag/value)
- [pricing (6)](https://blog.holdenadvisors.com/tag/pricing)
- [Commercial Transformation (5)](https://blog.holdenadvisors.com/tag/commercial-transformation)
- [Setting Price (4)](https://blog.holdenadvisors.com/tag/setting-price)
- [customer experience (4)](https://blog.holdenadvisors.com/tag/customer-experience)
- [actionable insights (3)](https://blog.holdenadvisors.com/tag/actionable-insights)
- [procurement (3)](https://blog.holdenadvisors.com/tag/procurement)
- [sales (3)](https://blog.holdenadvisors.com/tag/sales)
- [Pricing Strategy (2)](https://blog.holdenadvisors.com/tag/pricing-strategy)
- [big data (2)](https://blog.holdenadvisors.com/tag/big-data)
- [buying center (2)](https://blog.holdenadvisors.com/tag/buying-center)
- [customer loyalty (2)](https://blog.holdenadvisors.com/tag/customer-loyalty)
- [pricing metrics (2)](https://blog.holdenadvisors.com/tag/pricing-metrics)
- [winning proposal (2)](https://blog.holdenadvisors.com/tag/winning-proposal)
- [Driving Accountability (1)](https://blog.holdenadvisors.com/tag/driving-accountability)
- [Silos (1)](https://blog.holdenadvisors.com/tag/silos)
- [b2b pricing (1)](https://blog.holdenadvisors.com/tag/b2b-pricing)
- [bundling (1)](https://blog.holdenadvisors.com/tag/bundling)
- [gatekeeper (1)](https://blog.holdenadvisors.com/tag/gatekeeper)
- [jump the shark (1)](https://blog.holdenadvisors.com/tag/jump-the-shark)
- [on demand (1)](https://blog.holdenadvisors.com/tag/on-demand)
- [peloton (1)](https://blog.holdenadvisors.com/tag/peloton)
- [pricing models (1)](https://blog.holdenadvisors.com/tag/pricing-models)
- [product portfolio (1)](https://blog.holdenadvisors.com/tag/product-portfolio)
- [rabbit (1)](https://blog.holdenadvisors.com/tag/rabbit)
- [revenue (1)](https://blog.holdenadvisors.com/tag/revenue)
- [rolling stone (1)](https://blog.holdenadvisors.com/tag/rolling-stone)
- [subscription (1)](https://blog.holdenadvisors.com/tag/subscription)
- [tidying up (1)](https://blog.holdenadvisors.com/tag/tidying-up)
See all
### Newsletter and Blog
### About Us
Holden Advisors are experts in the pricing and sales performance development space. We help our clients take control of their differential value and use it to transform their business.
## [Learn More](https://www.holdenadvisors.com/negotiation-value-pricing-consultants/)
- Quick Links
- [Contact](https://www.holdenadvisors.com/contact-us/)
- [About](https://www.holdenadvisors.com/about/overview/)
- [Blog](https://www.holdenadvisors.com/blog/)
- [Books](https://www.holdenadvisors.com/insights/publications/books/)
- [Case Studies](https://www.holdenadvisors.com/studies)
- [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/)
- [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/)
- [Privacy Policy](https://www.holdenadvisors.com/privacy-policy/)
- [Home](https://www.holdenadvisors.com/)
Copyright © 2018 Holden Advisors. All Rights Reserved.
```json
{
"@context" : "https://schema.org",
"@type" : "VideoObject",
"contentUrl" : "https://2542915.fs1.hubspotusercontent-na1.net/hubfs/2542915/Tim%20Mullane%20-%20Give%20Gets%20-%2010.18.18%20V2.mp4",
"dateModified" : "2022-05-27T21:34:17.172Z",
"duration" : "PT5M6S",
"height" : 1080,
"name" : "Tim Mullane - Give Gets - 10.18.18 V2",
"thumbnailUrl" : "https://api-na1.hubapi.com/filemanager/api/v3/files/thumbnail-redirect/6352747736?portalId=2542915&size=medium",
"uploadDate" : "2018-10-18T13:22:47.048Z",
"width" : 1920
}
```