Selling on Price Alone

You have the lowest price in the market

or

You dont.

So if you dont then you actually have to sell something other than price.  Price is a funny thing.  why pay more for the exact same thing?  You shouldnt,  Thats why you have to make sure you are selling value vs price.  If you have the best rates, or the lowest prices your job is to convince the buyer that there is no significant difference in the good or service you are selling from the higher priced versions.

The question is, are you or are you not the lowest price?  Do you know?  If you dont, it's time to do some research.  If you think your product is unique, its probably not in your customers eyes.  Ever had someone tell you that a particular mobile phone was FAR AND AWAY the best thing ever, and you couldn't really see why you'd care?  Why would you pay more for the NBT (next big thing) if you cannot see the value.

I used to buy and sell grain as my first job out of college.  The definition of not being different is a commodity.  Specifically I dealt in corn, soybeans, and wheat.  Price and the distance you had to travel should have been the only difference.  However there was one thing i could offer that was different.  Advice.  I advised farmers on when to sell and at what month on the market.  The value wasnt in the actual price, although I couldnt be too far off, but the farmers valued the advice and the small difference in price if i wasnt the best, was worth the knowledge.

Do your clients value your opinion?  They need to so that you have something to overcome the price issue.