“Ed, I pay them anyway.”
This five-word reply to what I had considered an artful demonstration of perceived value, halted the processes in my brain. “What?” I muttered.
“Ed, I pay them anyway,” my interlocutor repeated.
I had just followed a syllogism that I had traversed hundreds, maybe thousands, of times previously with a prospective customer.
“If I understand correctly, it takes your accounting team, on average, about 23.6 hours to produce your monthly profit and loss statement. Is that right?”
“Yes.”
“We have just been able to demonstrate that this time will be cut to an average of 1.8 hours per month, correct?”
“Yes.”
“Okay, so if I subtract 1.8 from 23.9 then multiply that by the average wage in the accounting department of $45.67 ...
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