Understand before you offer
“That is too expensive.” The sentence sounds clear. It might mean a missing budget, a different comparison or doubt about whether the solution is needed at all.
A discount addresses only one of those possibilities. Even then, you still do not know whether price is what prevents the decision.
The question behind the objection
Try asking: “What makes it too expensive for you?” Then comes the harder part: listening without preparing your next defence.
Perhaps evidence is missing. Perhaps the scope is wrong. Perhaps the people in the room cannot make the decision. A better-looking proposal will not solve that.
Not every negotiation needs a deal
Sometimes the conditions do not fit. A clear no can be more valuable than an agreement whose promises nobody can keep.
Before your next conversation, write down what is negotiable, what needs something in return and what you cannot responsibly promise. Clarity starts before the meeting.