When the magic isn’t there, it just isn’t there. With business, sometimes you have to back away from a potential deal even if it means revenue for your company. Otherwise, you lose time and energy with a client that doesn’t fit your solution. In the end, they become disgruntled that you couldn’t solve their needs, losing you time with another client that could have been a better fit and a longer relationship.
We all get hung up on the price of a solution, but price negotiations—and subsequent discounts—only solve a small sliver of issues. If the client is requesting discounts, many times they haven’t been properly sold on the value you provide.
Are you preaching to the choir? Or worse, are you preaching to a hostile crowd? Make sure your message fits the people to whom you are selling.