Tip — Day 250
Procurement says a competing vendor is 15% cheaper and asks you to match it by Friday. The number sounds precise, but the comparison may carry different assumptions. Before moving your price, ask: “Which scope, usage, service level, and contract term are included in that price?” A benchmark matters only when both offers are comparable. Otherwise, you may discount to match something the buyer is not actually buying. 🎯 Try this today: Pick one negotiation where competitor pricing is in play and paste this question into your next-call notes.
Want a tip like this every morning?
Join the free daily Sales Micro Learning email — 5-minute reps to level up your craft. Unsubscribe anytime.
Subscribe to Daily Tips