Quality / Performance of the Services compared may be very different from co - co. This is difficult to quantify but it does add a viable argument for your unequalled results.Qualify the question. Clarify / Distinguish between reaching a price point & the direct correspondence to the services provided.
You said “Good business happens when quality and cost intersect”I suppose my conversations tend to take a question like this in the context of the rest of the conversation. If it feels like they're hunting for the lowest price the response would be along the lines of "If you found a price you like why don't you use that guy?"
If it feels like they just don't want to be cheated the conversation may go into why my price differs from the one they got elsewhere and include a "I'd be happy to provide a free demonstration if you still aren't certain."
I don't cut my prices because someone else charges less, but in conversations like this I always try to remember that I, too, shop around. Good business happens when quality and cost intersect.
I suppose I would sum up "good business" as "profitable for both sides", just as I would sum up "ethical business" as "profitable for both sides". You could go further, but at some point we're writing a book instead of forum posts.If “good business“ is defined as “profitable” rather than ethical