You’re in the wrong industry if you try to sell on value. If you’re selling on value, highly doubt you’re making six figs+.

Look across the board at all “big ticket” products or services and do you notice a common denominator? None of them go after value. You think Lockheed Martin gives a fuck about value when they charge the govt 1 billion per F35? Or how about big pharma when they trying to sell a hospital chain a new type of miracle drug? How about diagnostic equipment, you think the sales guy from Philips is pitching the doctor how much value he’ll get out of the CT scanner?

All they care about is the utility of what you’re offering.... not the price (to a degree). If your product or service knocks it out the park, price is one of the least looked at factors. Players don’t care about price, they care how it’ll make them money.