To discount or not to discount.

Sell your services. Don't sell low-ball products. "There will always be some competitor who will do it for less, but it does not have to be you." Sell quality not price! Discounts should be based on volume usage. To gain a customer's business, promise quality service and then you are in a position (if you wish to do so), to thank them with a volume discount. It takes guts to stand firm on a fair price if competition is price cutting. If all the prospect wants is for you to undercut their present supplier, it's probably time to say good-bye and call on the prospect who's next door