I have been provided a quote from a competitor to see if I will match their price. It was given to me because I said I did not believe they were discounting so heavily. 82% off their advertised special price. Such a discount is not sustainable but I suspect they pick and choose the prospects they provide such a discount to.
We won the business by offering our solution for our standard price. Pat of our commitment is that we treat all customers and prospects equally. We don’t pay for kind words. We don’t pay reference sites. Likewise we don;t pay to win business we could not win on our merits.
All that said, the 82% discount is extraordinary. It exposes a weakness I had not seen before and a business behaviour which would upset many of their recent new customers who paid considerably more.
We quote on the basis that our offer could be seen by anyone and that it therefore needs to withstand existing customer scrutiny.