More is, unfortunately, free

I’ll bring you more samples.

I’ll pour more wine in your store.

I’ll put up more shelf talkers.

I’ll train your staff more than last year.

I’ll spend more time in your account.

When you offer more, you’re doing it because you don’t see the costs in dollars and cents. You’re not being billed for offering more. You don’t see a deduction on your paycheck called “more.”

More gets offered as an easy and quick path toward “being a better rep.”

Be careful about more. It’s too easy to give away something that is free.

(The opposite of offering more is not offering less. It’s offering smarter solutions.)

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