Haus Advisors

The Constraint Map

Most price complaints are really "I don't see the value," and the fix is the opposite of a discount.

Chart: The Constraint Map. Most price complaints are really "I don't see the value," and the fix is the opposite of a discount.
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The mechanism

The chart is a set of yes-or-no questions you follow down after someone balks at the price. Is anyone already happily paying it? Is there a real head-to-head cheaper option, or just an unclear payoff? Can they do the math on what they get, or is the price tied to a vague deliverable? Follow honest answers down and you almost never land on a real price problem - you land on a value you never made clear, which you fix by spelling out the outcome, not cutting the number.

Part of Positioning. Who you are for and why you are the obvious choice.