Start your sales call at a higher level. The higher up the corporate ladder you can get, the less price matters. The higher the officer in the company, the more they are able to see the big picture of profit and productivity as opposed to price. Here’s the acid test to see if you’re talking to the right person: When someone starts to hammer you for price, you simply say, “Price or profit Mr. Jones. Which would you rather have? Price lasts for a moment Mr. Jones, profit lasts for a life-time.” All executive corporate officers are interested in making more profit.
