Pricing Table Topics: 4 of Clubs – Learn the Competitive Situation Before Negotiating (opens in new tab)

This one is the 4 of Clubs from the Selling Value card deck. It turns out that procurement people often lie to us. And it's their job, not necessarily to lie, but it's their job to get a better price. And what often happens is they'll say to you, "Hey, you're up against these other two or three competitors. In this situation, you have to lower your price if you expect to win this deal." And it turns out oftentimes that's not true. Oftentimes, you're not up against two or three different compe...