One way my manager has described how to do front counter is to think of it like this, the customer has come to YOU for a part because they NEED it, you dont need to try and upsell at all. As for discounts i saw someone say using the matrix price trick, thats a very accurate idea. Also another thing my manager told me as a trick is to think of what the customer may nit realize they need. Say you were replacing something like a waterpump or thermostat, for me at Volkswagen, we have parts that are torque to yield meaning they wont be sitting just right if reused so we have alot of one use parts, so tell them hey this is something liable to break if you reuse it, abd also if theyre replacing cooling parts theyre gonna need coolant. If your dealership or department utilizes kits for large quotes on a repair, try and use it and say this is what is usually required to be replaced when replacing the part youre working on, I usually say the kit was made under supervision of our best master tech.