It’s much easier to sell “Look what I did for you” than “Look what I avoided for you.” ~ Nassim Taleb, Antifragile
I lament that our society and human nature exalts the glamorous over the shrewd.
“Look what I did for you” garners perceived value so readily. Perhaps it’s because we are wired to respond to what we can see, feel and touch more so than what was accomplished conceptually.
And, quite frankly, what can be sensed sells more efficiently than what is avoided.
For the seller, tuning into what you do communicates value. That’s your task. Make the unseen felt and valued.
There’s the challenge of helping customers with what may be needed and then ensuring they get what they wanted.
Insistence on what people should perceive as value can be fatal if that’s your goal.
How do you show what you did for someone?