PRICING-STRATEGY5 MIN READ
Defend a Premium Price Against a Cheaper Competitor
Practice defending a higher price by returning to differentiated value and fair trade-offs rather than panic discounting.
Procurement lead P Buyer The moment A buyer claims a competitor is much cheaper and wants you to respond in real time. The conversation itself shapes whether the team prices from evidence or from fear. 1 live pricing choice 2 functions in tension Now decision window Teach Framework Premium price defence starts by restoring a fair comparison The strongest move is to compare economic value and scope, not to accept the competitor number as the full frame. Weak move Argue from opinion or internal effort.
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