Withholding Pricing

I work in cyber and we do not sell our products directly. Instead, we work with resellers.

We are often competing neck and neck with our biggest competitor. Our tech is very similar and the margin between who is better is quite small.

My issue has recently been customers asking for pricing multiple without showing any real conviction to buy or commit to us. My managers feedback has been to not release further pricing until I get more information and a sense of conviction from the customer. The rational here is the customer could just be using our pricing to bring the competitors pricing down. Ultimately, we want to make sure we win on price and product functionality.

I’m having a tough time communicating this without sounding stand-offish on calls with both customers and resellers.

Any advice on how to navigate and communicate through this situation?