How to Apply Value Stacking in Sales

𝗜 𝗳𝗮𝗶𝗹𝗲𝗱 𝗮𝘁 𝗽𝗿𝗶𝗰𝗶𝗻𝗴 & 𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗶𝗼𝗻. 𝗥𝗲𝗽𝗲𝗮𝘁𝗲𝗱𝗹𝘆. 𝗨𝗻𝘁𝗶𝗹 𝗜 𝗱𝗶𝗱𝗻’𝘁. Now, 𝟵/𝟭𝟬 𝘁𝗶𝗺𝗲𝘀, I negotiate every job offer I get, and I almost always make the client raise the price. 𝗠𝘆 𝘀𝗲𝗰𝗿𝗲𝘁? I’m a 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴-𝘧𝘰𝘤𝘶𝘴𝘦𝘥 𝘥𝘦𝘴𝘪𝘨𝘯𝘦𝘳. Here’s how I do it: 1️⃣ 𝗔𝗰𝘁𝗶𝘃𝗲 𝗟𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴 Design isn’t just about colours and shapes, at least not in 2025. Learn how design ties into business growth so you can ask better questions and give better answers. 2️⃣ 𝗙𝗶𝗻𝗱𝗶𝗻𝗴 𝘁𝗵𝗲 𝗚𝗮𝗽 There’s always a moment when a client tells you where they are now and where they want to be. Your job is to position yourself as the bridge that gets them there. 3️⃣ 𝗘𝘅𝗰𝗶𝘁𝗲𝗺𝗲𝗻𝘁 No founder wants to hire someone who sounds bored. Show genuine interest in their vision, let them feel that you’re as invested in their success as they are. 4️⃣ 𝗖𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲 Listen like you owe them your time, speak like you own the conversation. Negotiation is a mindset game before it’s a money game. 5️⃣ 𝗘𝘃𝗶𝗱𝗲𝗻𝗰𝗲 𝗼𝗳 𝗥𝗲𝘀𝘂𝗹𝘁𝘀 Clients pay more when they see proof. Share quick, relevant wins that show you’ve solved similar problems before. 6️⃣ 𝗩𝗮𝗹𝘂𝗲 𝗦𝘁𝗮𝗰𝗸𝗶𝗻𝗴 Don’t just pitch one service, highlight how your work impacts multiple areas (conversion, retention, brand perception). This makes your price feel small compared to the value. 7️⃣ 𝗢𝘂𝘁𝗰𝗼𝗺𝗲-𝗙𝗼𝗰𝘂𝘀𝗲𝗱 𝗣𝗿𝗶𝗰𝗶𝗻𝗴 When you call your price, frame it around the outcome, not the deliverables. A $5k website that drives $50k in sales feels like a bargain. 𝗥𝗲𝗺𝗲𝗺𝗯𝗲𝗿: Negotiation is never about 𝘺𝘰𝘶, it’s about them. Show them the bigger picture, and the budget almost always follows.

Outbound works. Just not the way you’re doing it. Tell me if this sounds familiar. Your team of 10 reps get... • 100 emails/day each → 5,000 a week • 2% reply rate → 100 replies • 20% booked → 20 meetings • 50% qualified → 10 demos That’s 500 emails for ONE qualified demo. 4,900 ignored emails carrying your logo, your name, your brand. That’s not pipeline. It’s death by a thousand cold emails. We hear it from sales leaders every day. Pipeline generation is down despite unchanged activity levels. So what actually moves the needle? Provide disproportionate value. When you add account-specific value, replies shift from silence to “tell me more.” It’s not easy. But it is effective. Run these 7 value-first outbound plays (12–18% reply rates): 1. Nail the list. Best-fit accounts only (firmo + techno + trigger). Start with your current customers. Who stuck around, who closed fastest, who’s paying the most? 2. Find the wedge. Identify one real problem you know they have (not a generic pain). 3. Do the homework Create a 5–10 min research brief for every account. More data is better (recent moves, stack, hiring, KPIs). 4. Solve a piece. Earn attention. Ship a teardown, ROI slide, or 45-sec Loom showing a problem you can solve in their world. 5. Keep it simple. Their attention is limited. One problem. One proof. One next step. No pitch decks. 6. Go multi-channel. Be everywhere. Email + LinkedIn + call + voicemail + a handwritten note if you have to (remember those?). 7. Follow up with value. Don’t “bump this back up.” Watch signals (opens, time on asset, site return) and follow up with something new. What changes when you do this? • Fewer sends. • Higher-intent conversations. • Real pipeline that doesn’t embarrass the brand. That’s why we're building an outbound teammate for every quota-carrying rep. With your input and approval, it builds a targeted list → creates research briefs → writes individualized sequences. Without turning your reps into full-time researchers. Want to see it in action? Comment “PIPELINE” and I’ll send you a sample value-first campaign for 100 of your target accounts.

You are saying all the right things. And it's costing you the deal. I hear the same seven sentences on founder sales calls. Almost all of them make buying harder. When I first read $100M Offers, I wasn't interested in the funnel stuff. I was interested in the psychology behind how Hormozi frames value. Not what you sell. How you position what you sell. And specifically, the exact words you use when you're sat across from someone deciding whether to buy. Here's what most founders get wrong: Your offer is solid. Your delivery is good. Your pricing is fair. But you keep saying things that give the other person an easy exit. You fill silence with discounts. You ask weak questions that invite polite brush-offs. You delay the close because sending a proposal feels safer than asking for the decision. The words are the problem. Not the offer. So I broke down 7 sentences that kill deals and translated each one into a better alternative you can use in your next sales conversation. ❌ Stop saying "Let me tell you about what we offer." ✅ Say "Tell me what is not working right now." Diagnose before you prescribe. ❌ Stop saying "The price is £X." ✅ Say "What is staying stuck costing you every month?" Make inaction more expensive than your offer. → Stop saying "I can do you a discount." ✅ Say "Here is what I will add to make this a no-brainer." Never lower the price. Stack the value. ❌ Stop saying "Does that make sense?" ✅ Say "What would stop you from starting this week?" Isolate the real objection. ❌ Stop saying "Just checking in." ✅ Say "I had a thought on [their problem]. Worth a quick chat?" Every touchpoint must carry value. ❌ Stop saying "We work with everyone." ✅ Say "We only work with [specific type], that is where we get results." Narrow your market to increase trust. ❌ Stop saying "I will send over a proposal." ✅ Say "Based on what you have shared: are you ready to move forward?" Do not delay the decision. The words you use on a sales call are worth more than the offer behind them. Get the language wrong and the best offer in the world will not land. I put all 7 into one infographic. Save it before your next call. 💬 Which sentence have you been guilty of saying? P.S. We run live call breakdowns inside the Client Acquisition Club. If you want to tighten your language in real time, the link is in comments.

Here's how I’m teaching SaaS sales teams to run a value-based sales cycle in 2025 tailored for finance approval (and why most deals still die) I’m working with multiple SaaS companies and sellers right now, reviewing live deals, sitting in on discovery, demos, and pricing calls. And across enterprise sellers, even very experienced ones, I keep seeing the same issue: We’re making enterprise selling way more complicated than it needs to be. So here’s a clean, practical breakdown of how I'm teaching sellers how to actually running a value-based sales cycle in this new market. Step 1: Set expectations before you sell anything Enterprise buyers want to be led. Early in the process, you need to explain: - How deals like this typically get approved - Who usually needs to be involved - What creates the highest likelihood of forward momentum - How the process will wok You can be direct: “In most of our successful deals, Finance or the CFO is aligned early. In 9 of the last 10, they had final sign-off ,so we plan for that upfront.” Some buyers push back. Most appreciate the honesty. This is one way you establish power. Step 2: Discovery is about isolating the business problem Discovery is not product education. The goal of discovery is to answer one question: What is the business problem, and what is it costing them? That means: - What’s broken today? - Where is money being lost, time being wasted, or risk being created? - What happens if this stays the same for another 12 months? If conversion improves, costs drop, or headcount is avoided: By how much? What does that translate to financially? You don’t need perfect numbers. You need directionally accurate business impact. Step 3: Quantify value before you ever demo Before a demo, you should be able to say: “If we solve this, here’s what it unlocks for the business.” - Revenue gained - Costs removed - Risk reduced If you can’t articulate that, the demo will be a feature tour or finance will kill the deal later. Step 4: Demo features through the lens of value Every feature must answer: What does this unlock for the business? Examples: “This is how you increase conversion by X%” “This is how you avoid hiring Y additional headcount” “This is how you reduce risk in this part of the process” Features without outcomes don’t sell. Step 5: Build pricing decks assuming Finance sees them Assume every deal goes to Finance. Because it does. Your pricing deck should be understandable to someone who: - Has never seen your product - Wasn’t on the calls - Only cares about risk and money That means: - Define the problem - Show how it’s solved - how the math and what it unlocks for the biz $$$ Step 6: Reconfirm value on pricing calls before asking for approval On the pricing call: - Re-anchor the business problem - Reconfirm the biz value - Make the financial impact obvious and close them on it If you want me to customize this for you or your sells team, lets talk and get into it!

Value stacking is one of the most misunderstood concepts in subscription commerce. Most brands think they understand it. Bundle a few extras into the first order. Throw in a free gift. Job done. That is not value stacking. That is a freebie. Real value stacking is layered. It starts before the customer reaches your website and it never stops. It is the reason best-in-class brands retain 80% of subscribers to order 2 while others lose half after a single purchase. Here is how it actually works. Most subscription brands lead with price. “40% off your first order.” That is not value stacking. That is price discounting dressed up as an offer. And it trains your customer to anchor on the discount. When the price reverts to full, the renewal does not feel like a continuation. It feels like a price increase. That is why the second order collapses. Value stacking flips the equation. Instead of lowering the price, you raise what the customer receives. So the full price feels fair. Layer 1: Your acquisition creative. The value stack starts in the ad. Sell the transformation, not the price. Your customer should want the outcome before they know what it costs. If the first thing they see is a percentage off, you have already lost the framing. Layer 2: Your first purchase. A starter kit with ritual tools that embed the product into daily life. A branded frother. A canister. A scoop. These cost a fraction of a 40% discount but they sit on the customer’s counter for years. A discount disappears the moment the price reverts. A ritual tool stays. Layer 3: Your ongoing experience. This is the layer most brands miss entirely. Future perks at specific milestones. Content that makes them feel seen. Communication that reinforces the ritual and reflects their journey back to them. The tone of your emails. The way a mid-cycle check-in makes them feel valued. People only care about themselves. So make the subscription about them. Value stacking is not a tactic. It is a first principle. It should be in the DNA of how your subscription brand operates. From the ad to the unboxing to order 6 and beyond. Price discounting is transactional. Value stacking is relational. One attracts buyers. The other builds subscribers who stay. === If you got some value reading this, give me a follow Kunle Campbell I help challenger CPG and wellness brands rewriting the status quo, build and scale profitable subscription-first eCommerce infrastructure using a model I developed called the: RULE OF ONE™ → https://lnkd.in/epb49hKF

A tale from the B2B world. Getting the promise, the price, and the product to walk in step. Plenty of firms still treat marketing as the team that posts ads and designs trade‑show booths. Then they wonder why the product roadmap, the sales process, and the partner channel keep pulling in different directions. A recent case showed the cost of that gap. The company sold sealing agents for food factories, the whole point being to avoid downtime, but the warehouse shipped on a ten‑day cycle while the line could only stand a four‑hour stop. Price breaks were set for multi‑pallet orders even though maintenance engineers bought one case at a time so it was not relevant. Partners who held stock got the same margin as partners who simply passed orders to head office, which in turn led to underserved customers. The result: slow uptake and a credibility problem. The turnaround started with five alignment moves. Promise first. One sentence everyone could recite: “We sell zero‑downtime.” This was to focus everyone on what the customers were actually after. Then, we made a value stack. A map what must be true for that promise: clean chemistry, ready stock, on‑call process advice, locally trained partners, simple compliance docs. Commercial model. Put the price band, service fees, partner rebate, and warranty on a single page so product, finance and sales can have the same conversation. Operating rhythm. Quick weekly for brushfires, monthly KPI check, quarterly margin and volume review, annual partner summit. Proof loop. Capture cost‑per‑stop data, convert it into two‑paragraph case stories, share them with every distributor. Sell on benefit, not cost. After six months the same partners who once pushed generic shelf items were leading with the sealing agent because they could prove lower downtime and earn higher rebates for stocking it and thus fulfilling it. Marketing no longer begged for ad budget; it simply amplified stories the system was already producing. If you try to build something while inventory, pricing, and partners live on different planets, start with the five moves above. Nail them and the next campaign will feel like polishing a well‑tuned engine, not trying to sell a wreck.

How to make offer look 10x worth (without lowering price): Every DTC founder hits this wall. Your product’s solid. But conversions? Flat. So what do most brands do? They drop the price. Slash 10%. Add a coupon. Run a flash sale. And guess what happens? - Revenue dips. - Margins vanish. - Perception collapses. Here’s the truth → You don’t need to cut price. You need to build value. Let’s break it down. 4 steps. 1️⃣ Stack value, not discounts. Free shipping. Free gifts. 120-day guarantee. Each layer adds reassurance. Trust scales faster than discounts ever will. 💡 Brands stacking 3+ value layers see 30–40% higher conversion rates. 2️⃣ Anchor the “best value” visually. Highlight your hero bundle. Add a “Most Popular” badge. Make it stand out. 💡 Visual anchors can shift user choice by 25–30% instantly. 3️⃣ Reframe risk as proof. “Less than 1% ever refund.” That’s not defense that’s confidence. It tells buyers, you’ll probably love this too. 4️⃣ Simplify the decision. Show delivery dates. Add visible CTAs. Keep the tone risk-free. 💡 The brain buys clarity, not complexity. TL;DR. You don’t win by being cheaper. You win by feeling worth more. → Stack trust. → Show confidence. → Make every offer feel like a steal.

How to scale past $50,000 per month (without rebuilding everything): 1. The Scaling Trap That Kills Growth You hit $50,000 per month and panic. "My offer won't scale." "I need a complete rebrand." "Time to pivot everything." Wrong. You don't need surgery when you need vitamins. Your offer isn't broken. It's just not optimized. 2. The 10X Customer Value Rule I gave myself this advice when I was stuck at $60,000 per month: "Stop trying to get more customers. Start trying to get more value from each customer." One client paying $10,000 is easier to serve than ten clients paying $1,000. Scale value, not volume. 3. The Offer Evolution Framework Here's how I evolved my offers without rebuilding: Phase 1: Single service ($2,000) Phase 2: Service + retainer ($8,000) Phase 3: Full system ($18,000) Phase 4: Done-with-you ($36,000) Same core value. Different packages. 4. The Three Lever System Most founders only pull one lever: price. Smart founders pull three: Lever 1: Price (charge more) Lever 2: Volume (serve more customers) Lever 3: Value (stack more services) Pull all three simultaneously, not sequentially. 5. The Customer Lifetime Value Multiplier I was on a call with a founder doing $45,000 per month. He was selling $400 courses to 112 people monthly. I asked: "What if 20 people paid $2,000 instead?" Same revenue. 80% fewer customers. 10x easier to serve. 6. The Offer Stack That Changes Everything Instead of one offer, create three: Starter: Your current offer ($2,000) Standard: Starter + systems ($8,000) Supreme: Everything + access ($18,000) Most choose Standard. Your revenue triples overnight. 7. The Pricing Psychology Secret Don't raise prices gradually. Jump boldly. Going from $2,000 to $2,500 feels incremental. Going from $2,000 to $5,000 feels transformational. Big jumps force you to add real value. 8. The Value Ladder Strategy Map your customer journey: Step 1: Free content (builds trust) Step 2: Low-ticket offer ($500) Step 3: Core service ($5,000) Step 4: Premium program ($18,000) Step 5: Elite mastermind ($50,000) Each step makes the next feel inevitable. 9. The Offer Evolution Checklist Before you rebuild, ask: • Can I add exclusive access? • Can I bundle existing services? • Can I extend the time commitment? • Can I include implementation support? Usually, the answer is yes to all four. 10. The Retention Revenue Revolution New customers cost 5x more than keeping existing ones. Focus on: • Upsells to current clients • Referral programs that pay • Annual contracts vs monthly • Alumni networks that buy again Retention is the real revenue multiplier. — Enjoy this? ♻️ Repost it to your network and follow Matt Gray for more. Want to learn how to build a sustainable founder-led brand that grows, even when you’re not around? Join my free live Workshop on August 21st (7 days away) to steal my homework: https://lnkd.in/ebWd-wdi

In sales, mastering the art of persuasion isn't just about pitching. It's about crafting irresistible offers that leave customers clamoring for more. A combined strategy from Daniel Pink and Alex Hormozi can help you get that coveted result. These two influential sales experts offer strategies that, when used together, resonate with customers and drive results. Pink emphasizes clarity in his selling approach and Hormozi introduces the concept of value stacking. Here's how to apply them: 1. Solution Framing Start by framing your solutions in a way that clearly addresses the customer’s needs. Help them understand their situation better and see how your product or service can solve their problems. For example, if you’re selling software, explain how it will streamline their workflow and save them time. 2. Value-Added Offers: Enhance your offer by including additional benefits and bonuses. This could be free training, extended support, or extra features that provide significant value. The goal is to make your offer so compelling that the customer feels they are getting much more than they are paying for. Clarity helps customers see the value in your solution. While value stacking ensures they feel they are getting an unbeatable deal. This combination not only meets but exceeds customer expectations. As a result, it boosts sales and fosters enduring customer connections. A win-win!