Launch Ready · Session 7 of 8
Selling with Confidence
Listening, showing value, handling price pushback, and your 60-second pitch
Launch Ready · Session 7 of 8
Selling with Confidence
Listening, showing value, handling price pushback, and your 60-second pitch
Toronto Public Library · York Woods Branch
Entrepreneur in Residence · Fall 2026 · Leo Bailey
© 2026 Fresh Wind Consulting. All rights reserved.
Session 7
Today's session
1
Listen, show value, follow up
2
Handling 'it's too expensive'
3
Your 60-second pitch, practised live
You leave with
A 60-second pitch you have said out loud three times
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
Reframe
Selling is helping someone make a good decision.
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
The fundamentals
Listen, show value, follow up
1
Listen
Ask questions. Talk less than half the time.
2
Show value
Connect what you offer to what they told you.
3
Follow up
Most sales happen on the second or third contact.
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
Listening
Questions that open a conversation
What made you look into this?
Uncovers the real need.
What have you tried before?
Shows what they did not like.
What would make this a win?
Tells you what value means to them.
What is your timing?
Tells you how urgent it is.
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
Show value
Features tell. Benefits sell.
| Feature (what it is) | Benefit (what it means to them) |
|---|---|
| Delivery included | You do not lose an hour picking up food |
| Two-hour appointments | Your child's hair is done in one visit |
| Weekly check-ins | You never wonder where your project stands |
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
Price pushback
When they say 'It's too expensive'
1
Pause. Do not rush to discount.
2
Acknowledge. 'I understand, it is an investment.'
3
Ask. 'Compared to what?' or 'What were you expecting?'
4
Remind them of the value. Use what they told you earlier.
5
Offer an option, not a discount. A smaller package or a payment plan.
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
What to say
Short scripts that work
| They say | You can say |
|---|---|
| 'I can get it cheaper.' | 'You can. Here is what is different about mine.' |
| 'Let me think about it.' | 'Of course. What would help you decide?' |
| 'Can you do it for less?' | 'I can do a smaller version at that price.' |
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
60-second pitch
Build your pitch in five parts
Hook
10 sec
Problem
10 sec
Solution
15 sec
Proof
10 sec
Ask
15 sec
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
Example pitch (fictional)
Ever tried to find good Caribbean catering for 50 people in North York? Most caterers are booked or far away. Island Spice brings home-style meals to your event, delivered. Three churches booked us last season. Who do you know planning an event this winter?
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
Practise live · 12 minutes
Pen and paper · use your handout
Pitch trios
- Two minutes: write your pitch on the worksheet
- Groups of three: pitcher, customer, coach
- Pitch, get one glow and one grow, then rotate
- Everyone pitches at least twice
Say it out loud. The second time is always better than the first.
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
Take home
What you are leaving with
Listen, show value, follow up
A calm response to price pushback
Your 60-second pitch, practised
Next week
Community Launch Circle
Questions? Book a one-on-one session.
Launch Ready · Session 7 · Selling with Confidence
© 2026 Fresh Wind Consulting. All rights reserved.
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Session 7
Today's session
Listen, show value, follow up
Handling 'it's too expensive'
Your 60-second pitch, practised live
You leave with
A 60-second pitch you have said out loud three times
Reframe
Selling is helping someone make a good decision.
The fundamentals
Listen, show value, follow up
Listen
Ask questions. Talk less than half the time.
Show value
Connect what you offer to what they told you.
Follow up
Most sales happen on the second or third contact.
Listening
Questions that open a conversation
What made you look into this?
Uncovers the real need.
What have you tried before?
Shows what they did not like.
What would make this a win?
Tells you what value means to them.
What is your timing?
Tells you how urgent it is.
Show value
Features tell. Benefits sell.
| Feature (what it is) | Benefit (what it means to them) |
|---|---|
| Delivery included | You do not lose an hour picking up food |
| Two-hour appointments | Your child's hair is done in one visit |
| Weekly check-ins | You never wonder where your project stands |
Price pushback
When they say 'It's too expensive'
Pause. Do not rush to discount.
Acknowledge. 'I understand, it is an investment.'
Ask. 'Compared to what?' or 'What were you expecting?'
Remind them of the value. Use what they told you earlier.
Offer an option, not a discount. A smaller package or a payment plan.
What to say
Short scripts that work
| They say | You can say |
|---|---|
| 'I can get it cheaper.' | 'You can. Here is what is different about mine.' |
| 'Let me think about it.' | 'Of course. What would help you decide?' |
| 'Can you do it for less?' | 'I can do a smaller version at that price.' |
60-second pitch
Build your pitch in five parts
Hook
10 sec
Problem
10 sec
Solution
15 sec
Proof
10 sec
Ask
15 sec
Example pitch (fictional)
Ever tried to find good Caribbean catering for 50 people in North York? Most caterers are booked or far away. Island Spice brings home-style meals to your event, delivered. Three churches booked us last season. Who do you know planning an event this winter?
Practise live · 12 minutes
Pen and paper · use your handout
Pitch trios
- Two minutes: write your pitch on the worksheet
- Groups of three: pitcher, customer, coach
- Pitch, get one glow and one grow, then rotate
- Everyone pitches at least twice
Say it out loud. The second time is always better than the first.
Take home
What you are leaving with
Listen, show value, follow up
A calm response to price pushback
Your 60-second pitch, practised
Next week
Community Launch Circle
Questions? Book a one-on-one session.
© 2026 Fresh Wind Consulting. All rights reserved. Shared with Launch Ready participants for personal use. Please don’t copy, republish or resell.