The profitability of your company lies in your hands and the key may be in your ability to teach your salespeople to sell at prices higher than those of the competition. The question is: how do you do this in what management guru Tom Peters calls the "the age of the never satisfied customer"?
Have you ever had a customer get mad because she purchased a better carpet? I doubt any of us has ever heard a client utter, "Gee, I wish I would have spent less and bought a cheaper quality carpet."