To reduce premature discounting, examine what happens before a rep changes the price. A buyer may have a budget constraint, a competing offer, an unclear value comparison, or a negotiating tactic. The article recommends comparing the buyer's words with the rep's explanation rather than assuming every request requires a concession.
Practice pausing, clarifying scope and priorities, explaining relevant value, and agreeing on the next step. If an adjustment is appropriate, document its reason, approval, scope, and commercial exchange. Managers should rehearse recurring deal situations and review whether reps ask useful questions, follow approval rules, and make deliberate rather than automatic concessions.