At the small business end of IT, most sales prospects ask for a discount. We resist because our package offers already include the discount we can afford – such is the nature of packaged solutions. We prefer to put our best offer first. If you don’t do this and find discounts when pressured you give off the wrong message in my view. It suggests that your price is not your price and what a customer pays will always be negotiated. In some cases, hefty discounting suggests desperation.
Out of respect to our customers we treat everyone the same, for to discount heavily to win one customer would and should be frowned upon by the others who have paid a regular price.
Our position on this occasionally costs us sales. However, it keeps us customers on the back end.