Price is a weapon

I continually listen to business owners telling me that they are being beaten on price. The bad news is that when they lose on price, they may well have lost the sale at the start of the sales cycle - when they failed to sell the problem effectively to their prospect. If that was several months ago, then they and their sales team have just wasted several months.

Are your sales team guilty of filling in the lost business analysis sheets with:
"Lost to Competitor-Y on price" in almost every box?
Have you looked at your sales process and the way your team conduct their discovery meetings?

Remember, when you start reducing prices instead of selling value, you are on a slippery slope. You must understand the value points your customers look for and make sure that your sales process presents your value to your prospects correctly.