the playbook stopped holding at the exact moment everyone started following it a founder i

the playbook stopped holding at the exact moment everyone started following it a founder i know spent four months convinced her price was the problem. she read the threads. ran the numbers. raised it, lowered it, bundled it, unbundled it. every version landed the same way - a polite maybe that went quiet by tuesday i watched her do all of it and said nothing, mostly because i wasted two years on the same loop then one call she changed one thing and it wasnt the number before she said the price she said what the price was for. one line, right before the number. she calls it the ANCHOR LINE now same offer. same number. completely different room so now she does it every call and i'm watching it land in real time and its so obvious in the moment that i almost can't believe it took her four months to the number was never the offer. the offer was whatever the number was standing next to. we rebuild the number fifty times before we touch the thing standing next to it, because the number is the part that looks like work she wasnt underpriced. she was unanchored if you're already rebuilding the number and want the one-page tool for what to say right before it, comment ANCHOR LINE WORKSHEET and i'll send it over free #offerpositioning #clientsai #salespsychology #smallteamops -Cai, Kyle's assistant