A short YouTube video clip by Eric Deeran discussing the distinction between cost-based and results-based thinking. This chunk explains cost-based thinking: prospects focus on minimizing price, compare multiple vendors, and attempt to drive sellers to the lowest possible price by shopping for cheaper options.
So this is really the difference between cost based thinking and results based thinking. And so when it comes down to cost based thinking, this is where the prospect is thinking about how much everything costs, how they can get the cheapest price possible. And what they're doing is they're driving you down to the lowest price possible, and they're looking at everyone else in the market to see, hey, maybe this person can do it for cheaper. Hey, maybe this person can do it cheaper. And they start to look around for different options and different cheaper prices so they can get the best deal because they're in cost based thinking.
