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wiki/sources/2026-06-15-konspekt-aphorisms.md

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+# 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]].