I don’t know how many times I hear sales people talk about price. “I am the cheapest” or “I can match that deal” or the ever-popular “we save our client’s money by…” Unless you are prepared to regularly lose deals and profits, you need to begin a new way of thinking.
Price selling is for the company that has no other value for their clients. We all know that businesses are looking for ways to save money and we wouldn’t be doing our clients a good service if we over-charged them. But think about this. If I could provide you a means by which you could grow your revenue, would you spend money on me? Of course you would.
If part of your value proposition is price, we need to talk. There are too many other things you are good at!