Article
The Art of Discounting
Rafi Mohammed · Harvard Business Review Paid Advanced
A pricing consultant's argument that most companies discount reflexively instead of strategically, with a framework for deciding when a discount actually earns you something back. Useful once you're past the first pilot and start seeing discount requests as a pattern, not a one-off. Helps you turn the genuine reason test into an actual policy.
- Most discounting is a reflex, not a strategy
- Tie every discount to something you get in return, not just goodwill
- An unearned discount trains the buyer to expect one every time
