If it's just the price . . .
Every sales book (i.e., "how to sell") I've ever read has a section on overcoming objections. The most prevalent objection is the "price is too high" objection. Most suggest the one tack to take is to isolate price as the only objection and then defeat it in some way. So, to the province of Manitoba and it's smart (read: biometric) driver's license look-see, I ask, "If price were not an object, would it be the way you'd go?
If it truly is only price, and everything else is a go -- as it will be eventually, all Luddites take warning! -- then there are only two options:
wait for the technology price to go down (and remember that as the price goes down and features go up, expectations also go up along with relative price) enough, or
change the "business model" and work collectively with somebody else to create the infrastructure.
Think about it.
Posted by Grayson at January 12, 2004 07:34 AM
