--- title: Stop Leading With Price | The Sales Blog description: Sometimes we sell price without meaning to. We are prospecting and ask the client what they’re paying their present supplier. Or we find out that the prospect placed an order with someone instead of us, and so we ask what they paid for that particular order. Who is making the price the issue? Without coming […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_94878544.jpg --- ### [Now booking SKO meetings for 2026/27! 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We are prospecting and ask the client what they’re paying [their present supplier](http://thesalesblog.com/blog/2012/12/02/on-your-competitors-and-pricing/). Or we find out that the prospect placed an order with someone instead of us, and so we ask what they paid for that particular order. Who is making the price the issue? Without coming out and saying that we want to compete on price–or even that we’re willing to compete on price–we can be the ones to draw our customer or prospective customer’s attention to price. Who then can blame them when the next time they speak with us they ask us about a better price? The price your dream client is paying doesn’t matter. It really doesn’t even matter if you can beat their existing price. By leading with price, you can lead the customer to price. And for the most price-driven buyers, all you are doing is giving them the leverage they need to go back to their existing supplier and negotiate a lower price. If you don’t want to compete on price, don’t lead with price. Don’t lead with price during prospecting. And don’t lead with price through the sales process. To compete on value, [lead with value](http://thesalesblog.com/blog/2013/07/22/be-the-value/). ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on July 30, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:26:36 PM", "datePublished" : "2013-07-30 20:33:10", "description" : "Sometimes we sell price without meaning to. We are prospecting and ask the client what they’re paying their present supplier. Or we find out that the prospect placed an order with someone instead of us, and so we ask what they paid for that particular order. 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