The Hidden Cost of Every Discount You Give

You sit across the table from a prospect. The deal hangs in the balance. The client reviews your proposal, leans back in their chair, and pushes back on the price. You feel the anxiety rise in your chest. You need this revenue to keep your technicians busy next week. You want to close the file and move on to the next fire burning in your office. You cave. You offer a ten percent discount to get the contract signed immediately. You shake hands and walk away feeling like a savvy dealmaker. You secured the work. You kept the engine running.