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Almost lost a deal yesterday.  Quoted an A3 black MFP and kept the margin with $3K GP in the deal.  The day after I submitted my quote the client submitted me a quote that was far less than mine.  I was told this was a major difference in price but would rather to business with me if I can at least meet their price.

I offered to do something and resubmitted the proposal with what I thought was fair.  A few hours later I received the PO, all was good in my world.

In the AM I received notification and an email that the PO was being rescinded because the competitor offered to sell their device at cost.  After a carefully crafted response and no price drop I was able to keep the deal.

I still can't understand why a salesperson needs to drop their knees if they lose.  I believe it was open for the winning with the salesperson that best described the value points of their dealership and brand.  In addition there's a good chance I might have lost this if that sales person dropped back to their value points.

I'll be posting the proposal in the next couple of days

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