Boost Sales with Proven Pricing Strategies That Work

When it comes to sales success, pricing is much more than setting a number. The way you structure, present, and justify your pricing determines whether a prospect becomes a customer. For many business owners and sales professionals, mastering pricing strategies can mean the difference between struggling with objections and consistently closing profitable deals.

In this post, Shawn Derrick, founder of Legacy Sales Engineering, breaks down three powerful pricing strategies that help business owners and sales professionals alike close more deals, build stronger client relationships, and drive growth.

Why Pricing Strategy Matters

Price is often the first factor customers notice, but it should never be the only reason they choose you. With hundreds of competitors available in nearly every industry, business owners must find ways to stand out. A strong pricing strategy not only positions your services competitively but also demonstrates the value and professionalism behind your brand.

At Legacy Sales Engineering, we’ve found that three strategies consistently deliver results:
- The Good Better Best method for structured offers
- Value-based selling that emphasizes trust and expertise
- Flexible financing options to overcome cost barriers

Let’s dive deeper into each one.

The Good Better Best Method: Guiding Clients to the Right Choice

One of the most effective frameworks for presenting pricing is the Good Better Best method. Instead of forcing clients into a single yes-or-no decision, you empower them to choose the level of service or product that fits their needs.

- Good: A cost-effective entry-level solution.
- Better: A balanced middle-tier option that blends affordability with added benefits.
- Best: A premium choice for clients who want the highest value and impact.

Studies show that around 70 percent of customers select the middle option, making “better” your most reliable and profitable choice. The key is in anchoring high—by showing a premium package first, you create context that makes the middle tier appear both reasonable and valuable.

Pro Tip: Present your options clearly, then stop talking. The silence gives clients the space to make their decision without pressure.

Leading with Value Instead of Price

Many business owners make the mistake of opening with numbers. The problem? Price alone doesn’t convince clients—it creates resistance. Instead, lead with value by addressing three critical areas:

1. Sell Yourself
First impressions matter. From the moment you meet a prospect, professionalism counts. Show up on time, dress appropriately, maintain good hygiene, and demonstrate that you are someone they can trust. Those first 60 to 90 seconds often set the tone for the entire consultation.

2. Sell Your Company
Why should a customer choose you over the dozens of other providers in their area? Highlight what sets your company apart. Whether it’s your communication, your quality standards, or your customer service, make sure prospects understand your unique value. Ask questions like: “When you choose a company for this service, what’s most important to you?” These answers give you insight into what truly matters to your client.

3. Sell Your Product
Even when two companies sell the same type of product, knowledge sets you apart. Deeply understand the advantages, warranties, and performance details of what you offer. Use product literature, spec sheets, and training to ensure you can confidently explain why your product is the best fit.

When you lead with value, you give prospects a compelling reason to choose you—making price a natural conclusion rather than the focus of the discussion.

Using Financing to Close More Deals

One of the most overlooked tools in sales today is offering financing. For many small businesses, especially those selling higher-ticket items or services, financing can be the key to unlocking sales that might otherwise slip away.

Consider these powerful benefits:
- Deferred Payment Options: Give clients access to your service now with payments starting months later.
- Zero Percent APR Terms: Help customers who may have religious or financial concerns with interest rates.
- Same-As-Cash Promotions: Allow buyers to pay later without added interest if paid within the term.

Financing reduces the barrier of a large upfront investment. A customer who may hesitate to spend $8,000 today could confidently commit when given the option of manageable monthly payments.

As Shawn explains, the ability to provide financing not only closes deals but also opens your services to a broader market that might otherwise be out of reach.

Putting It All Together

A winning pricing strategy is not about lowering your rates to compete. It’s about:
- Structuring offers with the Good Better Best method
- Building trust and credibility through value-based selling
- Providing flexible financing to make decisions easier for customers

When these strategies work together, they create a sales process that is both customer-friendly and highly effective for business growth.

Ready to Transform Your Sales Process?

Legacy Sales Engineering specializes in helping business owners and sales professionals implement proven systems that increase conversions and maximize profit.

👉 Visit www.legacysaleseng.com today to learn how we can help you refine your process, close more deals, and grow your business with confidence.