“It is unwise to pay too much, but it’s worse to pay too little. When you pay too much, you lose a little money . . . that’s all. When you pay too little, you sometimes lose everything because the thing you bought was incapable of doing the thing that is was bought to do. The common Law of Business Balance prohibits paying little and getting a lot – it cannot be done! If you deal with the lowest bidder, it is well to add something for the risk you run. And if you do that, you will have enough to pay for something better.

-John Ruskin, British Philosopher, 1819-1900

***** Editor’s Note *****

Boy, isn’t that the truth! How many of us have bought an inexpensive tool, trying to save money, only to go out and buy the better tool later? Ultimatley we spent more time and money than we would have if we had just bought the “more expensive” tool to begin with.

Did you notice the time period of his life? I guess salespeople have been dealing with the same problems we deal with for a long long time. I have used this quote during many sales calls and all of my cover letters included it. I hope you find it useful.

James R. Leichter
Site Editor