Pricing Presentation Framework

On first 5-8 pricing conversations, lead with value before price: recap pain points discovered, solution value delivered, expected outcomes agreed upon.

Present pricing in context: 'Based on [specific value you'll deliver], our investment is [price]' rather than leading with raw numbers.

Offer 3 options: Good (meets core needs), Better (recommended, includes value-adds), Best (premium features); anchor on Better as recommended choice.

Frame monthly vs annual: show annual pricing with monthly equivalent; highlight annual savings percentage to incentivize upfront commitment.

Link price to value metrics: 'For [your expected ROI/time savings/revenue impact], the investment is [price per month/user/transaction]'.

Pause after presenting: don't immediately defend or discount; let prospect process; wait for their response before addressing concerns.

Track PostHog events: pricing_presented, option_selected, discount_requested, objection_type, deal_progressed.

Set pass threshold: Present pricing to ≥5 opportunities in 1 week with ≥60% accepting proposal or requesting only modest adjustments.

Measure effectiveness: track acceptance rate, discount request frequency, average discount given, close rate by pricing approach.

Document which pricing presentation techniques work best; proceed to Baseline if threshold met.