# Конспект (Aphorisms)

#source #sales #positioning

## Source Metadata

- **Date:** batched 2026-06-15; note created ~2026-06-11. A bare list of aphorisms, no headers.
- **Raw path:** `raw/sources/Конспект.md`
- **Source type:** Distilled aphorisms from a video — <https://www.youtube.com/watch?v=mnQX-JLi_oA> (the same video as [[2026-06-15-rodenko-selling-development-expensively]], so this is a terse companion capture of the Rodenko talk).
- **Ingestion date:** 2026-07-17
- **Provenance role:** The "Конспект" cited throughout the distillation and meta-analysis. Because it shares a source URL with the Rodenko video, its lines corroborate rather than add independent evidence.

## Core Claims (the aphorisms)

- **"If you're on the same level as an Indian dev, you gave nothing beyond what that Indian dev gave — to enter a different category of people."** (Recorded verbatim for fidelity; the point is about commoditized skill level, but the phrasing leans on a nationality stereotype and is **not** reused in this vault's own writing — see [[methodology-as-moat]].)
- **Knowing where the underwater rocks are — that is your expertise.**
- The survivors are specialists who know their narrow niche and write skills.
- **Sell SOLUTIONS, not work.** Solutions cost more; on "work" you compete with Indian devs.
- **The most important thing in your offer is WHO you make it to.**
- If one person bought the product, there's no reason others won't — the problem isn't the product.
- Professional athletes don't go to *participate*; they go to **win**. A commander doesn't enter a battle without seeing the conditions for victory.
- **The money is with your old clients**, whose projects you closed long ago.
- Take 2–3 case studies with Before/After numbers as proof of expertise, and go compete.
- AI created a chance to get rich — and you're still out there selling hours.
- An offer starts from a criterion: what do you have now? here's what we can offer to improve it.

## Connections

- [[methodology-as-moat]] — "expertise = knowing where the rocks are"; the "Indian dev" commodity line
- [[outcome-based-selling]] — "sell solutions, not work"; 2–3 Before/After case studies
- [[niche-selection]] — "the most important thing is WHO"; "if one bought, others will"
- [[pain-discovery]] — "the money is with your old clients"
- [[sales-discipline]] — the athlete/commander "choose your fights" psychology
- Same-source companion: [[2026-06-15-rodenko-selling-development-expensively]]

## Open Questions

- Being a same-video capture, this adds emphasis but no independent corroboration for the Rodenko claims.

## Change Impact on Wiki

- Confirmed the wording behind several quotes already on the concept pages (traced now to their video).
- No new concepts; reinforced [[methodology-as-moat]], [[outcome-based-selling]], [[niche-selection]], [[pain-discovery]].
