My First Million

The best business ideas come from noticing what's working and doing it better, faster, or for a different audience.

“we just add value rather than taking away price”

salesvaluepricing

What It Means

Instead of discounting to close sales, add bonuses that address specific customer concerns

Maintains profit margins while increasing customer satisfaction and perceived value

When bonuses genuinely solve customer problems and sales team understands obstacle identification

When bonuses are generic or don't address real objections, becoming expensive giveaways

Create bonus stack addressing different customer obstacles

Train sales team to identify specific constraints

Add relevant bonuses instead of offering discounts

Track which bonuses close which types of prospects

“Software company stops giving 20% discounts, instead adds training bonus for capability concerns and integration service for implementation worries”

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

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

Close more sales at higher prices using strategic bonus delivery instead of discounting

Higher close rates without discounting, maintaining profit margins while increasing customer satisfaction

Value Equation Lens

Evaluate all business decisions through the lens of how they impact the four value equation variables: dream outcome, pe