Hey Niepodam,

A rep I coached was great at building momentum.

Every discovery call was sharp. She’d uncover pain, urgency, value.

But when pricing came up, it all unraveled.

"So the platform is $4,800/month… but if that’s tough, we can explore some flexibility."

The buyer paused. "Hmm okay. Let me bring it up internally." And ghosted.

Full story:

We were in a deal with a fast-scaling HR tech startup. The VP Ops was all-in. They were manually tracking onboarding progress in spreadsheets.

Wasting 50+ hours/month.

But our rep never said that out loud when pricing. She just dropped the number cold, no anchor, no context.

When we debriefed, I asked: "How much is that manual work costing them monthly?" She said: "Probably $6-7K in wasted time."

So why lead with price?

Here’s how top reps price with power:

1. Anchor high with ROI or cost of doing nothing "Right now, this is costing ~$7K/month in manual work alone."
2. Position your price as a fraction of the upside "So at $4,800/month, you're ROI-positive by week 3."
3. Ask, then pause "Does that feel aligned with what you were expecting?"

Then, let the silence do the work.

Silence is your closing tool.

If you fill it with discounts, you lose the frame.

Pricing = Framing = Anchoring

Not just what it costs. What it’s worth to them.

Tactical recap:

• Anchor to the cost of inaction
• Tie pricing to ROI or savings
• Ask, pause, don’t panic

Price like a pro. Close like one too.

All tactical in-depth breakdowns for you in here for free

If pricing gives you or your reps anxiety or turns into discount theater, let’s fix that. August 2 slots are open now. July is closed and fully booked.