A counter-objection when you’re selling services

What makes a twenty-dollar bill worth more than a five-dollar bill? It’s not the intrinsic value of the paper. So far as the cost of production goes, one is worth as much as the other. The difference is in what the twenty-dollar bill will do. It will buy things and accomplish things for you that the five-dollar bill can’t touch. That’s why the twenty is worth more. And it’s the same thing with our services. And then you talk about some differentiators.