Asking the hard questionsIt is tough to soar like an eagle when you are selling to turkeys. When it is at all possible to move the buying decision up the food chain because of the strategic differentiation you have created, price becomes a little less important vs. the potential savings, improved differentiation, image or other benefits that your customer can achieve.

Remember, the higher in your customers organization that you can move the purchasing influence the better chance you have of not being judged by the price only. There is an art to generating strategic differentiation from your competitors.