"What if price is the only concern of your prospect? And your price is higher than your competitor?

What if you already told your prospect that you not only sell on price, but also on service and quality?

What if your prospect already told you that they are very concerned about the quality and not looking for the cheapest price? They would prefer to pay a higher price and get better quality and service.

Then they replied: "The price on your part is still too high. We have not made the final decision but we will likely use another supplier to make this part for us".

Seems like you still not distinguishing yourself from that competitor, so the prospect can only see the numbers.

What would you do to get such deal?"

There have already been some great answers provided but I would like to advise you on something you touched on in your question, "Seems like you still not Distinguish yourself with that competitor, so the prospect can only see the numbers." You're absolutely right.

Now, some prospects are only concerned with price no matter what they say and are so blinded by it that nothing you say or do will matter to them. They are willing to sacrifice "quality" and "service" to get the lowest price, no matter how well you justify your price. The good news is not every business is like that.

Very few businesses can thrive with a low price proposition. Think Walmart. The low price guarantee is their unique selling proposition (usp) and it's work it perfectly for them.

Now consider this, you usually find Target stores located very close to Walmarts, usually right next door. Does Target have a low price proposition? No! If they did it's likely they couldn't survive. What makes Target unique from Walmart? Part of the answer lies in who their target market is. They don't try to take Walmart customers. They target customers with alittle higher annual income. Customers that can afford paying alittle more. What do the customers get in return? Personally I think they get a better shopping experience, better selection, higher quality, etc. Look at the Target commercials and ads. They focus on trends and fashion. They're saying if you want to be trendy and fashionable at a reasonable price, shop with us.

I suggest NOT using "quality" and "service" as your differentiators. The truth is everyone or every business expects that from whoever they choose. Whether they'll get it or not is another issue. I bet your competitor is communicating that they have superior quality and service as well.

You need to uncover and communicate effectively your Uniqueness. What is your USP?

Your most unique and relevant advantage is your strongest ally in attracting first-time customers. This is what gives you an original perspective and a strong competitive edge in the marketplace. Your Unique Selling Proposition, is what sets you apart from everyone else — even if they happen to be marketing the exact same products to the exact same people.

Your USP needs to be something original… something that gives you a special advantage over others, thereby minimizing the appeal of competing products and businesses, even the appeal of "lowest price".

But just having a Unique Selling Proposition isn’t enough; it should be part of every communication you have with your market.

You simply must make it easy for people to understand your advantages. That’s why free samples, test drives, and trial offers work so well; they give the prospect a “hands-on” experience, essentially providing an actual demonstration of the advantages of your product. How can you apply this to your situation?

Sometimes uncovering and developing your USP is easier said than done but I encourage you to take the time to develop a compelling USP that will differentiate you from your competition.

I apologize for such a long answer but I hope you find value in it.

Much Success!