How Often Do Sellers Cave on Price?

Seller: “Based on your requirements X, Y, and Z, with setup and 90 days of consultation time, the price for the project will be $475,000.”

Buyer: “Is this the best you can do? It’s more than I was expecting. While I’d prefer to go with you, [competitor] said they can do it for less.”

Seller: “We are pretty confident in our pricing, but let me see what I can do and get back to you.”

This is oversimplified, but it’s an all too common scenario in B2B selling. 

When you’re buying something big, you likely ask for discounts. If you do, it makes sense that others do, too. If you don’t ask for discounts, guess what? You’re in the minority.