08-03-2017 08:40 AM
@PincheChino the older model was typically a one time purchase with no ongoing service, so whereas their system was antiquated decades ago, they have already paid for it. nevermind how much they are spending in maintenance of obsolete components (this comes up in my discussion), but i always get either "wow, that's so much more affordable than i would have expected" or "wow, that's so much money! you know i haven't spent a dime on this since 1982 (never true)"
I had a great moment last december where a customer said "why are you so much more expensive than your competitors?" and in not many more words than this I basically said "i'm better than they are" and without much further discussion he signed a very large contract.