Battlecard: "Your Competitor Is Cheaper"
Use a structured premium-price response that compares scope and value before discussing concessions.
A buyer says a competitor is 20–30% cheaper and wants an immediate concession. "Your competitor is materially cheaper. If you want this deal, you need to get close." "Let’s compare what is actually included and what your team would still need to absorb with each option. If you only need the lighter outcome, we can narrow scope. If you need the lower manual work and governance we discussed, the price difference should be judged against that value, not just against the headline quote." The response does three things in order: it acknowledges the comparison, reopens scope and economic value, and…
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