Getting The Edge In Professional Selling — Terence A. Hockenhull

AS I HAVE mentioned many times before, salespeople tend to think that the only determining factor used by a customer to make a buying decision is price. It always seems that deals are lost to competitors offering slightly lower prices. Whether the excuse is smuggled goods from China; cheap, nasty, and unreliable products; or a competitor engaging in a price war, price would seem to be the most common reason for losing a sale.