Battlecard: We Need a Better Price Today
Respond to a late price objection by diagnosing the interest and trading for commitment.
Late-stage procurement says, 'We need a better price today,' while the business team still wants the planned launch. Ask what the price request solves, then trade only for a MAP commitment such as term, payment, scope, or signature date. Offer a small discount immediately to show partnership and preserve goodwill. Refuse to discuss price and remind procurement that the business team already approved. Ask your manager for the lowest possible number before responding. Ask what the price request solves, then trade only for a MAP commitment. Strong language: 'I can look at economics if we are changing the package. What…
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