One of our top sales guys had several bids prepared in his suit with different prices. Just prior to submitting he told the customer he was embarrassed by the price he had and was reluctant to even submit a bid because he was sure it was too high. So he asked what was the range of the competitor bids. The customer named the lowest bid to which our guy plucked from his coat the nearest bid just under that bid.
One of our top sales guys had several bids prepared in his suit with different prices. Just prior to submitting he told the customer he was embarrassed by the price he had and was reluctant to even submit a bid because he was sure it was too high. So he asked what was the range of the competitor bids. The customer named the lowest bid to which our guy plucked from his coat the nearest bid just under that bid.