I am often asked to help companies locate exceptional salespeople. The request is often directed at helping to find salespeople who can create brand recognition by selling value and not price. This is a noble, but very difficult undertaking; especially in our current market conditions. Apparently, former salespeople had not been able to grasp the value concept as they continually complained about the high price of their products. When they persisted in comparing their prices to competition they incessantly grumbled, whined and failed. Sound familiar?