It has always amazed me how selling organizations and salespeople deal with the emotional aspects of price. If I were in a room with all the business executives and/or salespeople in the world and I asked the question, "How many of you would like to get more for your products and services?" I'm pretty confident that 100% would raise their hands. Yet, when you watch their behaviors in the market, I'd be surprised if more than 50% of them behaved in accordance with that desire.
