Constant Price Pressure The Challenge Customers push aggressively for discounts, often comparing you to cheaper competitors or low-cost imports. Why Typical Tactics Fail Many sales reps respond by: Dropping prices too quickly Defending costs instead of value Competing on features alone This trains customers to see you as a commodity. The Fix Train reps to sell outcomes, not products Quantify value (downtime reduction, efficiency gains, lifecycle cost savings) Equip teams with ROI calculators and case studies 👉 When buyers understand the cost of not choosing you, price becomes less dominant.
