Enterprise buyers need to justify purchases internally, so when you quote high then immediately drop the price, you make it harder for them to defend the deal to their organization. Pre-discounting signals weakness and undermines perceived value in ways that hurt you more than help.
You assume corporate buyers will negotiate harder, so you pre-discount to be safe. But what if that's the exact wrong move? You quote $25,000, then you say, but we can probably do it for $15,000 before the client even made a request. SMBs negotiate from scarcity and emotion. Enterprise buyers, they're not thinking, can I afford this? They're thinking, can I defend this internally? A completely different mindset.
