Moe Revenue

Simply to Sell

I still see clients working hard on their Differentiating Value positioning but ending up with statements that make their product or service appear complex. This is a repetitive behavior so at some level, the temptation to make something look complex must be viewed as one way to justify a higher price. Confusion is a fast track to the low price alternative in the prospect’s world because prospects are too busy today and won’t spend the time sorting out your product or service complexities.

I cannot recall the last time a ‘confused’ prospect bought the higher-priced option.