• No products in the cart.
  • No products in the cart.
Back To Top
Image Alt

“Value Shock”

“Value Shock”

I’m so tired of people telling me that their prospect rejected their proposal because of “sticker shock.” All that means is that you didn’t provide enough demonstrable, dramatic value—and consequent ROI—to impress your prospects. Hence, they solely looked at cost and regarded you as a commodity, comparing you to others “who charge much less.”

When people need surgery, or a court case won, or a great school for their kids, they purchase as much quality help as they can afford—and often will spend what they can’t afford at the time—in return for a great outcome.

No one needs a drill. They buy drills because they need a hole.

Focus on what you create, not what you do. People won’t pay much for a training program or even a coach. But they’ll pay a lot for increased sales and less stress. At least that’s why they pay me.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Post a Comment

This site uses Akismet to reduce spam. Learn how your comment data is processed.