The author argues that nine out of ten bad customers will self select during the trail period, but does not offer any indication for how to positively verify that. Perhaps those asking for discounts are doing so not because they are problem customers waiting to happen, but because your product is priced at too high a price point?

Can anyone recommend a strategy for verifying that isn't the case, rather than insisting that good customers will be happy to pay the price and damn the doubters?