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When a prospect comes to you and tries to negotiate down on your price with the classic “Other vendors offered me a 20% discount. What’s yours?“ Call them on their bluff. Way 1: And why are we still talking? They seem like the obvious choice, if price is what determines who you choose. Way 2: That’s awesome. Send me their official quote with the discount? Then I could consider thinking of something. Way 3: That’s the discounted price. If you come back in a few months, I’m sure the price will be different. Way 4: Offer options. Make them think of **how** to work with you, instead of *why* you. |