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Price is an Issue, But Not the Issue

How to avoid losing a sale to the lowest price

June 10, 2008
This article examines four common mistakes made by salespeople that lead to competing on price and what you can do about it.
You've hired a dedicated sales force. Your company has the best product. Great service is delivered after the sale. So why is your team losing sales to low price?"Here are four reasons we see when working with individuals and sales teams:
1. Wrong Audience     
If you're trying to sell ice to an Eskimo, you're in front of the wrong prospect! Let's face it, you could be Zig Ziglar and still not close the sale if you are not selling to a real prospect.

Knowledge, business acumen and excellent selling skills are useless if they are not in front of a prospect that values the expertise. ...

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