There are many situations in B2B selling where a change to the pricing offered initially is required: The need for compromise, the need for optics, the psychology of lowering the price, maybe semantics, or simply gamification.
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Be upfront with them immediately if you can, but if you need more information to present a fair, accurate estimate, ask for it. Try to have a more thorough conversation to understand your prospect's business operations and the needs that come with them.
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