Ep 79 - How to Price, Negotiate, and Capture Value With Confidence, With Joanne Smith

Invisible InkAug 3, 202559 min

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2:19· 15sPractical Framework

So if you look, why do they not have those big three c's, confidence, courage, conviction? I think it usually comes down to they do not have the skills, and they don't have the willingness to walk away from volume.

2:19 / 2:34

So if you look, why do they not have those big three c's, confidence, courage, conviction? I think it usually comes down to they do not have the skills, and they don't have the willingness to walk away from volume.

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Invisible Ink

Practical Framework

So if you look, why do they not have those big three c's, confidence, courage, conviction? I think it usually comes down to they do not have the skills, and they don't have the willingness to walk away from volume.

The 'three C's' framework is instantly memorable and actionable. This addresses a universal founder pain point with a clear diagnostic tool that's quotable and shareable.

2:19 - 2:3415s

Invisible Ink

Practical Framework

You do not need perfection. Other customers have told me it's in five to 10. Is that the same with yield?

Permission-giving statement ('you do not need perfection') plus a specific technique for using customer data to validate ranges. Reduces founder anxiety about precision.

8:17 - 8:3922s

Invisible Ink

Business Mechanics

Just go in knowing that probably 90% of the time, they tell you your price is too high. It's not the case. It is not your price.

Specific statistic (90%) combined with counterintuitive insight that price objections aren't actually about price. Empowers founders with insider knowledge about buyer psychology.

35:02 - 35:2321s

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Ep 79 - How to Price, Negotiate, and Capture Value With Confidence, With Joanne Smith

Listen to full episode

Best moment

So if you look, why do they not have those big three c's, confidence, courage, conviction? I think it usually comes down to they do not have the skills, and they don't have the willingness to walk away from volume.

Transcript

3 clips

So if you look, why do they not have those big three c's, confidence, courage, conviction? I think it usually comes down to they do not have the skills, and they don't have the willingness to walk away from volume.

You do not need perfection. Other customers have told me it's in five to 10. Is that the same with yield?

Just go in knowing that probably 90% of the time, they tell you your price is too high. It's not the case. It is not your price.

From the blog