Unfortunately, that doesn’t mean you can’t end up being described as
Posted: Mon Jan 27, 2025 9:52 am
By now, the waitress was scared to come back to the table so we hadn’t seen her for a while. Dick looked around the restaurant, caught her eye and pretended to write his signature in the air. She reached into the pocket of her apron for our check as she approached.
Dick looked back to me and said, “When you work hard toward the pursuit of a goal and you put your performance out there to be measured, then you become a person who can never be described as a failure. unemployed.”
When my wife asked me to come into the kitchen on a Sunday afternoon, my first thought was, Uh oh, now what?
It seems all too often that means a new renovation idea.
She continues by saying, “You see these bahrain telegram data beautiful Formica countertops from 1972? I want new granite countertops.”
My response was, “How much?”
Isn’t that what a person might ask? Why is that?
Because I/we don’t see the value. And without value, we resort to cost.
Cost is a logical response, especially you remember the old saying, “you can’t argue with logic”. That’s true.
That’s why most salespeople freeze when the customer says, your price is too high.
The bottom line is this. “If you can’t price your value, all the customer sees is cost. And whatever the cost is, it’s too high.”
What we need to do is shift the focus from cost to value.
Value is emotional. People buy emotionally and back up their decision with logic.
Logic is on the left side of the brain. Emotion is on the right side of the brain.
It’s been said the right brain buys and the left brain justifies the buy.
Dick looked back to me and said, “When you work hard toward the pursuit of a goal and you put your performance out there to be measured, then you become a person who can never be described as a failure. unemployed.”
When my wife asked me to come into the kitchen on a Sunday afternoon, my first thought was, Uh oh, now what?
It seems all too often that means a new renovation idea.
She continues by saying, “You see these bahrain telegram data beautiful Formica countertops from 1972? I want new granite countertops.”
My response was, “How much?”
Isn’t that what a person might ask? Why is that?
Because I/we don’t see the value. And without value, we resort to cost.
Cost is a logical response, especially you remember the old saying, “you can’t argue with logic”. That’s true.
That’s why most salespeople freeze when the customer says, your price is too high.
The bottom line is this. “If you can’t price your value, all the customer sees is cost. And whatever the cost is, it’s too high.”
What we need to do is shift the focus from cost to value.
Value is emotional. People buy emotionally and back up their decision with logic.
Logic is on the left side of the brain. Emotion is on the right side of the brain.
It’s been said the right brain buys and the left brain justifies the buy.