Simple Tactic

You have a hot deal which you think is going to close but at the last minute the customer asks for a discount.

I’ve seen a lot of desperate sellers instantly fold and give the discount on the spot. It’s not a great look and makes it look like your buyer didn’t get the best deal to start with.

Often after receiving the discount, the customer goes with a competitor or ghosts the person.

So the next time someone requests a discount, always ask this question: 

"Is price the only obstacle preventing us from working together or are there any other reservations you have?" 

This helps you understand:

1) If the real objection is not price but something else 

2) If it's a real negotiation or if they're bluffing

There's no point negotiating if there's something else holding them back. 

Find out if the objection is really price or something else.