Use the Value Proposition Canvas to redirect a price-only conversation toward customer pains, gains, and fit-for-purpose trade-offs.
Marco M Restaurant owner 1 Acknowledge 2 Reframe 3 Offer Price objection 20 sec The moment Marco wants the cheapest PLA clips for menu holders near a sunny window. Daily handling and heat make failure likely. If Ana argues materials first, she sounds like she is upselling. If she names the pain, she can protect both margin and customer trust. 60 clips requested Sun heat exposure
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