Discounting is an accepted part of contemporary and historical product pricing strategy. Justifications are often persuasive: Black Friday and Cyber Monday demonstrate that, if nothing else, customers are enthusiastic – occasionally to the extreme – about buying cut-price products.
Nonetheless, if you’re resorting to discounting, it’s quite likely that you’re ignoring some important flaws in your business model and product pricing strategy
People have haggled and bartered in business since the days of ancient market stalls. But for just as long, salespeople have found tactics to deal with unfair requests and also, to make the most of warranted ones.
Nowadays, salespeople have less power than ever when it comes to requests for a customer discount; the amount of competition in every market means customer loyalty is cheap and saying yes to discounts can sometimes be the only way of ensuring that a customer doesn’t go and spend their money elsewhere