Are You Only The Tip Of The Iceberg?
![Are You Only The Tip Of The Iceberg? Are You Only The Tip Of The Iceberg?](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F06%2Ficeberg.png&q=90&w=650&h=300&zc=1)
When it comes to the customer’s costs, your price may only be the tip of the iceberg. That is important if you are selling a quality solution and want to avoid being hammered on price. By making your customer aware of The Iceberg Principle you can move the conversation off price and onto value.