Working session with Dana Reyes
52 min · recorded session · drafted in about a minute · reviewed and edited by your practitioner · session 4 of 6
Dana came in stuck on pricing again. She keeps quoting her old rate because saying the new number out loud feels like asking for too much. We reframed her rate as a fair exchange for the result she delivers, not a favour she has to justify, and she practiced naming it without flinching. By the end she had booked two discovery calls for next week and agreed to hold the new price on both.
- She drops the price the moment a client pauses, before they have even pushed back.
- She reads a calm rate as bragging, so she softens it into a question.
- The work is steady. The number on the invoice has not kept up with it.
- Send the new rate to two leads.
- Run the discovery-call script out loud, three times.
- Hold the new price on the next discovery call, no discount offered first.
Hold the price on Thursday's discovery call. Debrief how it felt to say the number, not just whether the lead said yes.