So your client has put out an RFP or has invited you to discuss the new deal (mandate/ order).
You only need to show the customer that you can deliver on the order. Then only the price negotiation remains, and the mandate/ order is yours.
Except that it ends up with the prospect beating you down so heavily on price that it leaves you with wafer thin margins.
It is an experience that many a salesperson faces. This video explores one key reason behind this.
Note: Once you are done studying this video, scroll down to take the quiz mentioned below. Acing the quiz will give you fifty points and a chance to go atop the leaderboard.