There has been a lot of talk in the industry about selling on price. Sometimes it really annoys me when vendors tell me not to sell on price. Likewise, it can infuriate me when I read an article written by some “suit” or “ccs” telling me how selling on price is always a bad idea. Usually it is written by people from companies who have a higher price point and still are trying to sell their product at a higher cost.
When you are selling into an account for the first time price usually is what gets you in the door. You don’t always have the luxury of sitting down with a decision maker and going over options. You are just trying to get in the door anyway possible and a better price usually opens doors. As a subagent, I have access to many different companies and different pricing. Actually, the reason I started my own company is because I was tired of only having one product/company to sell. If you work for one company you have their product and their price. Sometimes you try to put a square peg in a round hole so to speak.
As an agent you try to get in the door with a first-time customer any way possible. Once you prove yourself, you can sell differently in the future. Vendors do not always agree with this and scold the agent for selling on price. I really don’t think this is always fair to the agent and can dishearten the agent toward a particular vendor.
Everyone doesn’t need a Lexus. Sometimes a Chevy will work just as well for a particular application.