Expensive Sentences

Whoever first coined the Expensive Sentence “we can’t afford not to buy this” deserves an exhibit in the Spenders Hall of Fame. This assertion brings a brilliant and dangerous twist into the dialogue of buy-or-not-buy. Like a Jedi mind trick that works on the simple, the idea that NOT buying something is the more costly…
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Sometimes it’s the things we say (and think) that end up being overly costly. I’m on the lookout for Expensive Sentences, and below is one I hear too often. You might hear it, too. “We’re Different” is an Expensive Sentence® When you’re selling, being different is a good thing. (Ian Altman and I write about…
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There’s a fine line between perseverance and stupidity. If you’re Caesar at the Rubicon, or President Muffley in Dr. Strangelove, you may be out of options. You have to stay the course. Business scenarios, however, rarely reach that level of drama or total commitment. Even so, you may have heard some of these Expensive Sentences®…
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There’s no question that trust is essential to good relationships, and highly valuable in business. So, it doesn’t surprise me when I hear a sentence like this: “I trust those guys. It’s not worth it for me to switch vendors just to save 10%.” While there’s more than a kernel of truth here, this card…
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Jack, This is Jack, writing from my new email address. As you may know, I’ve just re-branded my company to Buying Excellence. I passionately believe that nearly every company can improve how they buy to bring more benefit to their shareholders, employees, and customers. To that end I will be distributing short articles, videos, and…
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