That's what competiiton is all about, and the competitor should be rewarded not used as a leveraging device to keep the other guy fat and happy. In theory if my potential customers always let their current supplier meet my price I'd never get any business. Then I'd be out of buisness and then you'd no longer have competition in the marketplace and it would lead to higher prices.That's what competiiton is all about, and the competitor should be rewarded not used as a leveraging device to keep the other guy fat and happy. In theory if my potential customers always let their current supplier meet my price I'd never get any business. Then I'd be out of buisness and then you'd no longer have competition in the marketplace and it would lead to higher prices. I'm totally up front with my prospects that if I'm more compettive I expect to be rewarded with the buisness.
For example, Mr customer, what is one of your largest operational expenses? So If I understood you correctly, x product is a large expense for your business. If I were able to save you x % over your current supplier would you reward us with the bsuiness?
And I've not even quoted a price yet?