Richard Harris
speaker
681 appearances
3 recordings
3 series
first heard May 2021
last heard 14 Feb
Richard Harris’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsRecordings per month over the last 12 months — 2 in all, peaking in Feb 2026 with 1.
Appearances
Yeah, yeah.
So anytime someone brings up the phrase pricing or budget when they ask me a question, because they're all going to ask this question, I immediately first change that phrase to commercial terms.
Oh, I'm more than happy to talk about commercial terms.
Because commercial terms...
is the definition of is that you're going to pay me money in exchange for some goods and services that are making your life better.
There is an actual exchange.
When someone uses the word price or budget or cost, they're commoditizing us.
And we are not to be commoditized, nor is our service.
Look, yes, there are some things you sell that are commodities.
And yes, you have to work through that.
In my world, we're talking about the commercial terms, which includes not just the cost, but the payment terms, right?
It may or may not include a discount because I'm not a huge fan of discounting.
And everything I know about pricing is that it's always an emotion.
It's every reaction we have to a price is emotional first.
So I will go, someone will say, well, how much does it cost?
I'll say, well, here are the commercial terms.
You know, you're going to get this and you're going to get that.
And the commercial terms are $17,379.
How does that feel?
Because they have to tell me how they're feeling about that number.
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