The 2020 Mid-Year Economic Update_long

Price is an Issue, But Not the Issue

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. ...

To continue reading this article you must be a paid subscriber.

About the Author
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

By subscribing, you are agreeing to MDM’s Privacy Policy.

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events


articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events



You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.