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To build your understanding of hidden costs… ask. So when someone says “no” ask “why?”: “What would I have to do to make it worth it for you to continue?” Their answers give you a chance to solve their problem. And if you solve that problem, they’ll probably buy from you. And even if they don’t buy from you, they’ll give you the ammo to get the next person to.
Microsoft is famed for this. They wait for competitors (and often partners) to prove markets with low volume, high price products – whether it’s CRM, testing tools or business intelligence – and then jump in with a low-cost, high-volume model.
Don't Just Roll the Dice - A Usefully Short Guide to Software Pricing
Neil Davidson
But business schools (and most business books) teach people how to work for and grow corporations, not build happier lives.
Click Millionaires
Scott Fox
...catch up on these, and many more highlights
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