Also depends on the type of item you are selling. For example if it is a product that may have issues (electronics) they are going to buy from a company with a history of sales, which gives them confidence that if they run into issues they can get them solved. I know you are not selling vehicles, but imagine a dealership is selling 100s of brand new cars for $30,000 and have been doing so for 50+ years, well known, no issues, awesome track record, etc, and you are selling them for $28,000, but you are fairly new, little history, etc.
Most people are going to go with a company that has an excellent track record of everything that matters. This doesnt mean you are out of the game, but you need to get creative.
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