Brief excerpt from a YouTube video by Mark Evans (April 4, 2025) about sales strategy. The speaker emphasizes choosing and owning a market position (premium vs. low-price) and selling value and results rather than time or effort (e.g., charging for fixing a hot water tank by outcome, not minutes).
How are you buying? How are you selling? Do you want to be the highest? Do you want to be the Neiman Marcus of the game? Or do you want to be the cheapest guy in the game? There's no right or wrong. It's just you got to pick it and own it. The problem with being the cheapest, it's a race to the bottom, typically. Right, Typically, it's a race to the bottom. You got to sell value. Stop selling your. Stop selling your. If I have a hot water tank that needs fixed and you charge me 500 to fix it, I genuinely don't care if it took you a minute or five hours, fix the hot water tank. The problem is most people don't understand that. So you go in there, you know how long it's going to take you. You know what, sell the value, sell the service, sell the result.
