Procurement Department will hate/buy you
when
You Stop selling like a vendor and
Start pricing like a partner
Founder: If I start low, they can’t say no
Me: You just invited them to negotiate you into the ground
After working with hundred’s of Companies
Most B2B founders lose the deal before they even send the quote
Why?
They play the “Low Ball” game
The “Vendor” Trap:
→ Free Demos
→ Unlimited Man-hours
→ 90-day Credit Periods
→ Whatever you need, we’ll do it
This doesn’t make you “helpful.” It makes you submissive
The “Partner” Strategy:
Start with your Highest Package first
Why?
Because of Anchoring
When you start at the top and “delete” add-ons to meet their budget:
→ You protect your margin: You aren’t “discounting”; you’re “scoping.”
→ You maintain authority: You show them what “Great” looks like first.
→ The “Give and Take”: If they want a lower price, they must give up a feature or a credit term.
The result?
The prospect feels like they “won” a hard-fought negotiation
You feel like a partner who knows their worth
Negotiation isn’t a Zero-Sum game
It’s about protecting the value of the transformation you provide
Stop being a vendor
Start being the expert they can’t afford to lose
Which way do you lean?
Start high and trim?
Or start low and add?
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