"You just avoided a PITA client"

Recordar o "dinheiro deixado em cima da mesa" em "Para acabar com o deixar dinheiro em cima da mesa - parte IIa" e "Para os que que deixam dinheiro em cima da mesa, porque se subestimam"

"Buyers can smell fear and anxiety a mile away, and most will take advantage. Successful salespeople avoid this problem by having enough confidence - in themselves and their products - to stand firm.
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If price is the only decision point for a client, red flags should be waving so furiously that you turn around and run the other way as quickly as possible. This person will become a PITA—a “pain in the ass” client who considers you a commodity. You will be nickeland-dimed, squeezed on everything, and expected to deliver additional services at no charge.
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Even when talking to great clients, many reps in business to business sales underestimate their own value. At a recent sales conference, one marketing agency suggested that up to 95 percent of salespeople compromise on price before their customers even bring it up.
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So when someone pushes you on price, stand your ground. If you don’t get the deal, consider yourself lucky. You just avoided a PITA client."

Trechos retirados de "Business to Business Sales Reps Shouldn’t Cave on Price"