Why sales people

Cut Price?

Russell SarderChairman and CEO

NetCom Information Technology

Because they can

Fearof losing the deal

Lack of Confidencein what they sell

Lack of skillon how to sell value instead of price

ProjectionI shop price, doesn’t everyone

Mixed Messagesgiven by Sales Managers

Over identificationwith clients

Russell SarderChairman and CEO

NetCom Information TechnologyWeb: www.netcominfo.com

Blog: http://russellsarder.wordpress.com/

Concept source / Book

• Value based selling by Tom Reilly• Pricing for profit by Dale Furtwangler