Value > Price: Negotiation Strategies Beyond Discounting

It’s time to shift the conversation.

Top SaaS sellers are already leading the charge by centering negotiations around value, ROI, and tangible business outcomes. Instead of reducing price as the default negotiation tactic, they’re confidently defending their price points by clearly articulating the real-world impact of their solutions.

Here's how you can follow their lead:

Sell Value, Not Discounts Discounting can momentarily close a deal—but at what cost? Consistent discounting signals uncertainty about your product's value. Instead, confidently position your solution around the core outcomes your customers care about. Showcase measurable improvements like increased revenue, reduced churn, better efficiency, or streamlined processes.

Frame ROI Clearly and Early Effective ROI framing isn't about complex calculations or dense presentations—it's about clearly communicating the outcomes customers gain from your solution. Early in your sales conversations, focus on specific, measurable impacts relevant to your prospect’s goals.

For example, say:

• “We typically help companies your size increase revenue by 20% within six months.”

• “Our clients see a 30% decrease in customer churn year over year.”

These clear, outcome-driven statements anchor negotiations in value rather than price.

Empower Buyers with Business Outcomes Today's buyers aren’t looking for a cheaper solution—they’re looking for solutions that genuinely solve their problems. Make your conversations customer-centric by deeply understanding and aligning with their strategic goals.

Ask:

• "What critical business outcome are you aiming for in the next quarter?"

• "How will achieving this goal impact your broader business objectives?"

When you align your solution directly with your buyer’s strategic goals, price becomes secondary.

Preventing the Price Race If your negotiations consistently drift toward price, you haven’t adequately articulated your solution's value. Instead, shift the narrative back to business outcomes:

• Reinforce your differentiators clearly.

• Highlight testimonials and case studies from similar customers.

• Provide tangible evidence of value achieved by current customers.

This builds credibility and creates an undeniable link between your solution and the customer’s desired outcomes.

Value-Based Negotiations: The Veles Way At Veles, we believe that pricing shouldn't be a barrier—it should be a reflection of the measurable value your solution delivers. When you negotiate based on clear, compelling value, you not only protect your margins but also foster stronger, longer-lasting relationships.

Remember, negotiation is not about defending your price—it’s about confidently demonstrating your value.

Ready to stop racing to the bottom and start elevating your negotiations?