Take the last 10 sales that you made and try to discover the following: How was the sale completed? In other words what went into the decision making process? Who pulled the trigger? In other words, the lower down the scale you are the more price matters. If you're a hotel and you're trying to sell a meeting to a corporation, the meeting planner is going to be much more price oriented and comparison oriented than the CEO who has the responsibility for the outcome of the meeting. Twenty dollars a night/room may be an obstacle
