Clients & deals
Competitor leverage
An unnamed cheaper alternative used to move your price.
how it sounds
“We've had quotes half of yours.”
What they’re really doing
Creating a phantom competitor you can't inspect or match, so the only variable left is your number.
The reply that answers it
That's a fair comparison to make. Here's what's in mine: [scope]. If the other quote covers the same, it's the better deal.
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