My First Million
The best business ideas come from noticing what's working and doing it better, faster, or for a different audience.
Close more sales at higher prices using strategic bonus delivery instead of discounting
Sales teams and business owners who currently use discounts to close deals
1-2 weeks to implement, immediate resultsWhat Success Looks Like
Higher close rates without discounting, maintaining profit margins while increasing customer satisfaction
Steps to Execute
Create 7+ bonuses that address different customer obstacles
Present core offer first without bonuses
When prospect objects, identify specific constraint
Add relevant bonus to address that constraint
Continue adding bonuses until prospect converts
Give remaining bonuses as post-purchase surprises
Track which bonuses close which types of prospects
Checklist
Inputs Needed
- List of common customer objections
- Understanding of customer obstacle categories
- Delivery capabilities for each bonus
- Sales team feedback on closing challenges
Outputs
- Structured bonus stack
- Sales process flow chart
- Objection-to-bonus mapping guide
- Post-purchase delivery sequence
- Performance tracking metrics
Example
“Software sales team stops giving 20% discounts, instead adds training bonus for time-constraint objection, integration bonus for effort objection, resulting in higher close rates at full price”
Related Knowledge
Value Equation Framework
A mathematical framework for maximizing offer value: (Dream Outcome × Perceived Likelihood of Achievement) ÷ (Time Delay
Transform existing offers to command premium pricing while increasing conversion rates
Doubling or tripling offer prices while maintaining or increasing close rates, leading to step-function business growth
Value Equation Lens
Evaluate all business decisions through the lens of how they impact the four value equation variables: dream outcome, pe
Price is determined by value equation optimization, not cost-plus margins
Businesses should focus on value engineering rather than cost reduction for profit growth
dream outcome times perceive elective achievement below that you have time delay and then effort and
Mathematical formula for determining offer value based on four key customer perception variables
we can double the price or triple the price for offer and close at a higher percentage
Proper value equation optimization can dramatically increase both pricing and sales conversion rates