“I’ve got a great product, and I know this prospect can use it, but I can’t get this person interested.” Sound familiar. Well the problem to this dilemma is not competition, your price, etc. It's the word “I”. Look how many times “I” is used.
A great product/service can die on the vine if the sales person assumes s/he has the answers to the prospects problems. Here are some tips to activate prospects’ interests.
Read this short but poignant article at C-Level Relationship Selling - 6 Steps to Avoid Selling Suicide