Sometimes the negative idea of offsetting, reducing, or eliminating the “risk of loss” is even more attractive to the reader than the “prospect of gain.” As the great business executive Chauncey Depew once said, “I would not stay up all of one night to make 0; but I would stay up all of seven nights to keep from losing it.” As Walter Norvath says in Six Successful Selling Techniques, “People will fight much harder to avoid losing something they already own than to gain something of greater value that they do not own.” It is also true that they have the feeling that losses and waste can often be more easily retrieved than new profits can be gained.
If it cost a farmer a loss of ,000 a year, maybe it’s costing me a lot more?
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