Incremental Consideration

Incremental Consideration is the attention given by the Buyer to an offering of information. This is vital to the Expert Seller as consideration is necessary to being selected as the Clearly Superior Alternative, the Best Solution to the Problem. There is no discount for "quick chats." Incremental Consideration can be expensive; $5,000 or more in opportunity cost alone for one hour of time. That's what one hour is worth to a Buyer with a $10,000,000 annual responsibility ($10,000,000 / 2,000 work hours per year.) Incremental Consideration must be earned, and justified with an expectation of value each time it is requested.