Agreed. Unless you get something from the business (like saluki suggested), why offer a discount? See what happens if you say "no". I bet that the person askin

Agreed. Unless you get something from the business (like saluki suggested), why offer a discount? See what happens if you say "no". I bet that the person asking for a discount is testing to see if you will sell against yourself. Anytime the subject of discount/price comes up a good sales person should go back to the question of product/customer need fit. I would point out that the price helps keep your company in business so the product will continue to be available to satisfy their needs. Then be willing to broach the question with the customer about how important your product is to them. If the product is not valuable at the original price, then is it really of critical importance? Are they looking for the low cost solution or a quality solution? Suggest that they try: X, Y,....? If you are talking to a purchasing manager, the last thing the purchasing managers want to have to do is explain how come a vendor is refusing the big startup's business.