| Sales professionals know that people don't buy price, they buy value
Here's a thought-provoking expression of this truth from John Ruskin, an English philosopher who lived in the 19th century.
"It is unwise to pay too much, but it is worse to pay too little. When you pay too much, you lose a little money, that is all.
When you pay too little you sometimes lose everything, because the thing you bought was incapable of doing the thing you bought it to do.
The common law of business balance prohibits paying a little and getting a lot. It cannot be done.
If you deal with the lowest bidder, it is well to add something for the risk you run, and if you do that, you will have enough money to pay for something better."
Here's an illustration of the Ruskin philosophy.
A vendor offers:
___ Quality products
___ Excellent delivery
___ Cheap prices
Select any two.
Good luck and good selling. |
