Source excerpt
About A Smart BearDiscounting is the typical sales technique, but refusing to discount can lead to a much better business, even in the Enterprise.
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Source excerpt
About A Smart BearDiscounting is the typical sales technique, but refusing to discount can lead to a much better business, even in the Enterprise.
This is a limited feed-provided excerpt, not the full original work.
Apollo layer
Treat pricing discipline as a business-design choice, not just a sales negotiation tactic. Before offering discounts—even to enterprise buyers—consider whether holding firm could protect margins, reinforce positioning, and attract customers who value the product at its intended price.
Routine discounting can weaken unit economics and teach buyers to challenge every price. A clear no-discount policy—or strict conditions for exceptions—can preserve captured value and create a more durable business.
Review your last five discount requests: what value, scope, or commitment could you negotiate instead of lowering the price?
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