Interesting question. Sony shouldn't have to work this hard to sell to me, but they do, and here's my position. It isn't the PS3's cost, it isn't its potential, and it isn't even its game lineup, so much. It mostly comes down to timing, the current competition and my own personal uncertainty and willingness to wait and see.
I own (and thoroughly enjoy) the Wii, but am also very interested in HD gaming and movie viewing. I have an aging but well-calibrated and capable home-theatre setup -- Dolby Digital 5.1 and DTS audio, a 61" Sony CRT HDTV that runs in both 4:3 and 16:9 modes. I watch HDTV over the air now and then; I'm not a big TV watcher, but I'm familiar with the dramatic improvement possible.
I'm almost certainly within the target audience for the 360 and the PS3. But I'm still sitting on the fence about committing to one or the other -- the 360 has the better software library today, but the PS3 has some neat stuff coming up as well. If the PS3 upscaled to 1080i (my vintage 2000 set doesn't handle 720p or 1080p) that would be a plus in its favor; the 360 already does this, I don't know if the new PS3 1.8 firmware fixes this issue or not. If I didn't suspect that the PS3 might ultimately be the more powerful console, I'd go with the 360 and be done with it. If I had to buy today, I'd buy the 360, but I don't have to buy today. A PS3 price drop would be another plus in its favor, but might not be enough to get me to buy it until more games arrive.
I hesitate to call myself a confused consumer, because I know a lot about both systems and pay a lot of attention to what's going on with them. But in a lot of ways that's true -- I'm a hesitant consumer, definitely, because yes, I'm not buying EITHER high-end system right now. I'm waiting in part for the HD movie-format war to settle out, although frankly my experience with SACD and DVD-Audio forces me to consider that neither of the improved formats will really take off at a mass-market level anytime soon. The software isn't there for me yet; to watch the kinds of obscure foreign and drive-in cult classic movies I love, DVD is still where it's at right now. Several movies I have been keeping around on VHS have only recently gotten DVD releases, and I don't expect The Apple, Shock Treatment, Spetters or J-Men Forever to turn up on either HD format anytime soon.
The big surprise for me has been that, while I'm waiting to see how things settle out between the 360 and the PS3, I'm really enjoying the Wii. And apparently a lot of other people are too, which means now it's getting more of the types of games I want to play, certainly enough to monopolize my available gaming time. Committing to another console right now is therefore not an urgent matter -- it's not like I have time to play every great game that comes out, which means having more options is not a priority for me.
Therefore it's entirely possible that I will wait -- and wait -- and ultimately buy a PS3 when I find it at a rummage sale for $50 with some decent games. Say in 2016, or maybe 2009 if current trends continue. I do want to mess around with a PS3 of my own at some point, yes; but the launch hype has passed and I don't really crave it right now. Not sure Sony can really do much to counteract that kind of apathy.