Which one are you?

Situation 1:

Your Prospect says he can get something similar from your competitor for less money. 

Says he’d rather do business with you, but price matters.

So you lower your price to “win” the business.  

No margin in it, but you “won.”

“At least I now have a relationship with this guy,” you say to yourself. 

Maybe you can make it up on the next one. 

Situation 2:

Your Prospect says he can get something similar from your competitor for less money. 

Says he’d rather do business with you, but price matters.

You struggle for a minute because your boss told you he’d fire you if you lowered the price one penny. 

So you nervously apologize and tell him that’s the best you can do.

Your prospect laughs and says, “Well, I had to ask!” and signs the contract. 

At every interaction, your prospect is testing who you are and how you do business.

Cut your price and he learns you would have cheated him if he hadn’t caught you. 

Not the best start to a healthy business relationship.

Stand your ground. Hold your price. 

If you aren’t able to get business at your price, that’s a sales problem, not a market problem.

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