Often what I find in working with clients is that there is an underlying prevalent fear when it comes to selling, and because of this the sales person drops the price. Unfortunately when a sales person is or becomes fearful they have also lost control of the whole process. Part of the reason for this is that a person in fear is so worried about losing the sale that they don’t pay proper attention to the prospect and the prospect’s needs.
Someone worrying about a sale is concentrating their attention and energy inward on themselves instead of outward on the prospect. With this worry comes the tendency to lower the price to get the sale. Doing too many projects for low margins will hurt your bottom line, so try to have the fortitude to keep bids at profit margins you deserve. You may need to walk away from any counteroffers that are too low for the project to be profitable.