The story goes that Picasso was at a cocktail party when he was approached by an admirer who asked if would please sketch her portrait on a napkin, for which, of course, she would pay him. Politely obliging, he quickly drew her profile. When she asked how much she owed him, he said, “$500.” “$500!” exclaimed the surprised admirer, “but it took you only thirty seconds to do the sketch.” “Yes, Madam,” he replied, “But it took me thirty years to be able to do that in thirty seconds.”
Value vs Cost
I love that story because it illustrates so much about how to deal with price objections:
Know your value and be able to explain it to a buyer. Is your value in your broad experience? Is it knowledge that only you have? Is it speed of service? Is it your record? Is it awards won for quality of product? Is it
