一位做了十年的商业设计师，作品不错，但每次报价都被砍。

我问他：“如果客户不是没钱，你觉得他为什么砍价？”

他答：“可能我的设计不够好吧。”

我追问：“如果你的设计比别人的好，你还有什么价值？”

他愣住了。

其实客户不是嫌贵。是没看见 - 这笔设计费是投资，不是成本。

我带他把“这个弧度很优美”换成“这个设计能让客人多待3分钟”。

他按着同一思路优化了汇报。同一个客户，没砍价了。

客户说：“你是第一个跟我讲商业的商业设计师。”

如果你也觉得自己值、但说不出来 - 私信我“卡住了”。我发你一份《决策卡点自查手册》，你也可以约一次60分钟公益教练对话。

(案例已脱敏，经本人同意分享)

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徐敏聪 | 商业教练｜卡点定位

帮你看清：卡住业务的那个根

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A commercial designer with ten years of experience did good work, but every proposal was met with a price cut.

I asked him: "If the client isn't short of money, why do you think they negotiate?"

He replied: "Maybe my design isn't good enough."

I pressed: "If your design is better than others, what other value do you bring?"

He was stunned.

The truth was, the client didn't think the fee was too high. They just didn't see that the design fee was an *investment*, not a cost.

So I helped him replace phrases like "this curve is beautiful" with "this design can make customers stay for three more minutes."

He optimized his presentation along the same line of thinking. The same client stopped negotiating.

The client said: "You're the first commercial designer who talks to me about business."

If you also feel you're worth more but can't articulate it — message me the word "stuck." I'll send you a *Decision Blockage Self-Check Guide*. You can also book a free 60-minute coaching conversation.

(Case study anonymized and shared with consent.)

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David Tsui | Business Coach | Challenge Positioning  
Helping you see the root that holds your business back