January 18, 2020

Do you know how tall you are?

When people ask you how tall you are, what do you say?

If someone asked me my height, I would say “six one” but... that’s probably not exactly true.

The fact of the matter is, I am not actually sure how tall I am. There are several variables at play. For example...

I could go on, but hopefully I’ve made the point that I don’t know exactly how tall I am.

Here’s the thing...

I’m not a nozzle in a rocket engine. In almost no case does it make sense to go to the trouble of measuring my height exactly.

Measuring human heights to the nearest inch (or centimeter) is good enough for practical purposes.

It’s the same with determining your perspective client’s perceived value in The Why Conversation.

It doesn’t have to be exact. It just has to be close enough for practical purposes, which in this case would be to set a price.