Being priced to sell means that price does not become a major issue during the sales cycle. Companies crossing the chasm, coming from success in the early market with visionary customers, typically have their products priced too high. Price does become an issue with the pragmatist customer, but when the channel feeds back prospect resistance and uses comparable products as evidence of the expected pricing, companies too often argue that they have no such competition, and that the channel does not know how to sell the product properly.
