“Spend” vs “Invest”

 

I’ve noted that many of the most successful, seasoned sales and presales folks use the term “invest” when discussing price and value with prospects and customers, as opposed to using “spend”, “cost”, or “price”.

 

For example, instead of, “Our software costs $150,000…” they’ll say, “You’ll invest $150,000 in this effort…”

 

Or, even better, once value is established:

 

“Your monetary investment in this project will be $150,000, which will be rewarded with an ROI of $600,000 within eighteen months…”

 

Delightful!