You know it might be also priced on “this guy feels like a pain to work with after the way he asks questions, let’s put the price up”. There is no way to objectively explain that without having person offended - so I am going to put a price I think will cover me dealing with BS questions or attitude of the customer and if he walks it is still a good deal for me.

We might think that companies need every single sale - well no sometimes you want to fire a customer or not take one on.

You don't have to change you process, so you can still explain it rationally.

Just leave off the "then I multiplied by 10" part.

Which I did by accident once ( not by 10, but it was still substantial )... but it turned out the customer was delighted because we were still 50% vs their existing vendor.

Enterprise pricing is a farce.

I very much agree with the poster above about vendors disqualifying themselves.. another red flag for me is the Two Suits and Skirt pre-sales Hydra Monster that big vendors love to send around, to scare you into letting them capture all the value that their purporting to provide you.

And yes, the above shows I've been both sides of the fence. I felt it was going to be good experience, and it was, but I have regrets too.