If you want to cater to a group of clients who are always asking for a discount, review your target market and make changes accordingly. Some business owners offer lower quality goods and services so as to enable a "sell down". This they do only after they have offered and presented a higher quality option to their clients.
If you are known for delivering quality goods and services, you should not be even entertaining the thoughts of offering lower quality goods and services, unless you have the funds and other resources needed to diversity your inventory.
When it comes to discounting, follow the Golden Rule. The Value Perception is your negotiating tool so don't be afraid to use it. If you present the 'value element' and get your client to acknowledge it, you therefore have to stand firm on your 'value pricing' rules for your business. Remember, no one walks into a BMW dealership looking for a bicycle.
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