A discount is the most expensive word in sales. It rarely wins the deal; it teaches the buyer that your first number was negotiable.
Trade, never give
Every concession should buy you something: a longer term, a faster signature, a referral. If you cannot name what you got in return, do not concede.
Anchor on value first
Talk about outcomes before numbers. When the cost of the problem is on the table, your price looks like a solution, not an expense.
Practise the silence
After you state a price, stop talking. The next person to speak usually loses the leverage.
