Rule One.     Replace The Discounting Habit With a Little Arrogance

Discounting is a habit entrenched in most organizations. Like any addiction, the discounting habit is tough to break cold turkey. The best way to dislodge any deep-rooted attitude is to replace it with another. Arrogance, just a little bit, signals the confidence needed to kick the discounting habit.  Simple analysis can point to where bad discounting leaves money on the table.