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A client when buying your product or service can experience a negative cost if the benefits from using your product or service are greater than its cost. A negative cost can also result from a reduction in their costs from the use of your product or service that is greater than the cost of buying the product or service from you or it may result from some combination of higher benefits and lower costs. Negative cost selling is all about understanding your client’s business from their point of view and being able to measure the benefits you create and the cost reductions you cause.
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