20/01/2026
Swarovski didnât invent luxury; they committed a brilliant act of psychological alchemy.
Strictly speaking, they sell glass. But if you try to sell âexpensive glass,â youâre stuck in a rational price war with a window manufacturer. By reframing it as Crystal, they didnât change the molecules..they changed the meaning.
Most businesses are currently suffocating in the âLogic Trap.â They assume that if they optimize the product, the market will reward them. But the human brain doesnât work on spreadsheets. When you position your offer as a task, you are volunteering for a price war. When you position it as an experience, you create a psychological monopoly where price becomes irrelevant.
The lesson is simple: stop trying to be âbetterâ and start being perceived differently.
So, be honest: What are you still calling âglassâ in your business, when it should be positioned as Crystal?
Comment đ your industry and Iâll share with you how you can change your brand perception