losing business because of price

The single question that salespeople ask more than any other is, “When I’m with Purchasing, they don’t seem to have a compelling reason to buy and don’t care about our value-add.  What can I do?”  I’ll answer that question shortly.  First, I have an analogy to help you see it from my perspective.

Take an elevator up at least 20 floors in Manhattan and immediately you’ll notice that the view from the top is mostly yellow – a sea of taxis mixed in with some limos and buses.  From high above Manhattan, I saw these comparisons: