Discounting is easy. Protecting margin is a craft. Three moves help:
- Anchor to outcomes. Price relative to impact, not inputs. If the problem is a $2M leak, a $120K fix is reasonable.
- Negotiate scope, not price. Trim modules, users, or service hours before you trim dollars.
- Trade, don’t give. If you must discount, ask for a longer term, reference rights, or payment up front.
People respect a seller who knows their value. You don’t need to be slick. You do need to be steady.
Grab our objection-handling cheat sheet.