You’ve invested a lot of time earning a customer’s trust and goodwill. “Look here, at that price, you’re just wasting my time! I thought this was a serious bid! Who do you think you’re talking to, some green kid?” Company policy is ironclad on that point.” “I can’t even talk to you about payment schedule. Once you’re in our division, you know, you’ll have a lock on the whole company. “Tell you what: If you can drop the price by 20 %, I’ll give you the business. “Frankly, I think we’ve worked out a pretty good deal here, but now you’ve got to meet my boss. If you can’t match that, you’re not even in the running.” “Acme’s going to throw in the service contract for nothing. “I like your product, but your price is way out of line.
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