Founders: your first 50 deals are a research project that happens to generate revenue. Log every objection verbatim.

Tom that objection log idea changed my discovery calls. Patterns emerged by call 10.

Discovery call question: how do you get a technical buyer to talk about budget without it feeling like a shakedown?

Ask what the problem is costing them today. Budget is just the answer to that question with a dollar sign.

Closed my first paying customer for the bookkeeping tool. $99/mo. Tiny number, enormous feeling.

David, the first one is the hardest one. Fifty more, then it is a business.

We reworked our pitch to lead with the objection everyone was thinking anyway. Close rate up noticeably since.

Maya — leading with the objection is also how I get candidates to relax in interviews. Same psychology.

Wholesale inquiry from a boutique chain came in this morning. Any advice on not underpricing the first big order?

Price it like you will get the second order. Then earn the second order.