A professional installer counters a client's complaint about her $12-per-square-foot price versus a competitor's $7 by asking for the competitor's total cost. When the client couldn't say, she offered $6 per square foot instead, undercutting them. The move shifts focus from unit price to total bill.
And she, you know, they're very like above board kind of standard, but there's, you know, lots of other people around town that will cut prices and all this stuff. So people would come into her shop and say, well, you know, installer down the road said they would give me like $7 a square foot and yours is $12 a square foot. And my wife being very intelligent and good with a calculator can say, well, let me see your quote. Like, what's the total? Uh, and they'd be like, oh, I don't know the total, I just know it's $7 and yours is $12. So she could say, okay, I'll make yours $6 a square foot.
