Buy Good Junk

Buy good junk. What a marketing message. The seller makes no pretense as to what they are offering. They simply say that the junk they are selling is better than most other junk, so since you are likely to buy junk, you should buy good junk, not bad junk.

Don't try and make your offering look and feel like something it is not. There are times when we get something because the person we got it from made it out to be something it is not. 

Our emotions got the best of us and we created our own truth out of the misrepresentations that were emotionally presented.

The product or service you represent is not as much about the features and benefits as it is about how well you know the features and benefits and how accurately and comprehensively you represent them to the prospect.

There are many times when the prospects directs the process and moves relentlessly toward a lower price. They want what you have and the price is in their opinion far too high. 

If you have survived by representing your value proposition as bad junk and not good junk the price will remain the issue. So reducing the price of your bad junk is the only option you are left with. Anyone can do that.

Turn your junk into a high value offering by fully understanding, through the prospect's view, just how beneficial your offering is. When viewed from the client's perspective, your good junk takes on a whole new relative meaning. Your good junk becomes the solution to the problem and you can feel good about helping to solve it. Don't allow clients to buy bad junk, even if it is good junk. Help them to buy solutions.