In this brief segment, the speakers introduce the concept of "the tinge," a sales challenge that arises when a seller estimates a longer preparation time than competitors. They explain that customers may balk at a 10‑hour estimate when rivals promise two hours, so the seller must provide a credible justification—such as emphasizing the need for thoroughness—to maintain trust and win the business.
Now you are going to experience the tinge. And what I call the tinge is when you tell a customer, you know, It'll take us five hours to prepare this or 10 hours to prepare this. And your competitors are saying, we'll get done in two hours. Your customer will say, well, hold on. Everyone else has two hours. You say 10. That's horrible. You have to have a reasonable explanation for it, saying, well, we.
Want to make sure we do it properly.
