6 HIGH-PROFIT SELLING Q panies to buy. Even if you are in a business where you sell commodities, there are other issues, such as quantity, delivery time, shipping method, and payment terms, that influence the customer's buying decision. Unfortunately, many salespeople have the tendency to turn this one element--price--into the only issue. The business environment is tough. There are always outside factors beyond the control of the salesperson that can and will affect how customers behave. Whether the economy is up or down, it seems that customers are asking for a dis- count or saying they won't pay the listed price. It's time we slay the myth that selling revolves around price. I can dispel this false concept for you, both in your personal sales process and in your entire company, so that you can stop hurting your