Don’t Explain Your Prices — Transcript

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1. 0:00I don't get into the proof. Try not to
2. 0:02prove anything.
3. 0:04Try not to. The The time in which you
4. 0:06prove is when they ask you, "Tell me the
5. 0:08three clients you've worked with." Don't
6. 0:09tell them ahead of time.
7. 0:11Save that. That's your ammunition, okay?
8. 0:13Speak confidently, hold yourself high,
9. 0:15and you don't need to explain. [music]
10. 0:17Whenever possible, do not explain
11. 0:18anything. "Why does it cost this much?"
12. 0:22Somebody asks you, "Why does it cost
13. 0:23this much?" What do you do? "Well, we
14. 0:24have four team members, I have two
15. 0:25offices, you know how how rates are and
16. 0:28Sydney's so expensive." That's what you
17. 0:30do. You've just proved yourself.
18. 0:32Don't do that. "Why does it cost this
19. 0:34much?"
20. 0:35That's what it costs.
21. 0:37What are you going to say to that?
22. 0:40That's what it costs to work with people
23. 0:41like me.
24. 0:43That's what my customers pay me.
25. 0:46Don't explain.
26. 0:49"Why is it like that?"
27. 0:50Policy.
28. 0:52We don't do that.
29. 0:54It's policy.
30. 0:56Okay?
31. 0:58You're welcome.