Stop Pricing by the Hour

Scale with coins on one side, alarm clock on the otherWhat are you really selling?

By Ed Mendlowitz
Call Me Before You Do Anything: The Art of Accounting

When I was starting out I read a number of books by master salesman Elmer Wheeler, who said, among many other things, “Sell the sizzle, not the steak.”

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This left me with thoughts of always telling clients, or whomever I interacted with, about the value and benefits of dealing with me while de-emphasizing the cost.