If price is the last thing we talk about…how do I know I’m there?
To determine if price is the "last thing" … remove it from the table and see what happens.
The client says, "OK, if you can match the competitor's price, we'll go with you." .
You might say: Let's say that price was not an issue/If their numbers were the same as our numbers , which vendor would you choose?
If they say "the competition," you have likely lost the sale and can only hope to glean s...