Recently I read a post on David Fields’ blog, “Irresistible Consulting Moments,” with the headline “The Value Myth.” David is a consultant to consultants, helping them market themselves better and be more successful at selling their services. The gist of the blog post: there’s a pervasive myth in sales which trips up many sales people, that the most effective way to sell is to present the value of the product or service to a prospect. Actually, he said, the way to sell is to show potential clients what they’ll lose by not buying. What he wrote must have struck a chord with a lot of readers, since there were quite a few interesting comments at the end of his blog.
One comment that resonated with me was an explanation of the term RONI – “Return on Not Investing.”Read More