Value

A traveler wandering on an island inhabited entirely by cannibals comes upon a butcher shop. The shop specialized in human brains differentiated according to source. The sign in the shop read:

Brains On Sale.

Hi-tech Salespersons' Brains ... $9/lb

Real Estate Salespersons'  Brains ... $12/lb

Life Insurance Salespersons'. Brains ... $15/lb

New Car Salespersons´ Brains ... $33/lb

Used Car Salespersons´ Brains ... $87/lb

Sales Managers´ Brains ... $146/lb

Upon reading the sign, the traveler noted, "My, those sales managers´ brains must be something."

To which the butcher replied, "Are you kidding! Do you have any idea how many of them you have to kill to get a pound of brains?!"

Moral of the story.    Sales professionals know that the true value derived from any sales transaction does not stem from the amount of work the vendor puts into the product.  Rather true value is derived from the net benefit received by those actually utilizing the product or service just purchased.  Often sales reps who use a cost plus price model leave money on the table that a prospect or customer would be willing to pay.  Once you get your head wrapped around the concept of value based pricing, your sales career will soar.   Start today to really think about areas of your business where value-based pricing might apply.  Don't worry about really putting your brain through it's paces on this one.  It's not like your brain is going to melt down into cottage cheese or anything