Compare a defensive price response with a tactical empathy response.
A buyer asks, "Can you do better?" Compare the defensive reflex with the tactical empathy response. Before: the seller prepares to discount before diagnosis. After: the seller mirrors, labels, and asks what needs to change. The response starts with a mirror: "Do better?" This slows the demand and invites the buyer to define better. The label names defensibility instead of arguing value: "It sounds like the package is hard to justify as-is." That tests the real pressure. The calibrated question asks what must change without giving a free discount. Price can move later, but only against a diagnosed problem. The…
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