The Discount I Was Glad to Give

One customer got the best discount I could give, every year, over a January lunch. I'll come to him. First: price is a signal. It says something about quality, confidence and the relationship you're proposing.

A price held steadily under gentle pressure says the original offer was honest and that you intend to deal straight from the start.

I hold my prices, politely and without apology. A client who negotiates a reduction before a single delivery has set the pattern for the whole relationship.