The call went well. The buyer nodded the whole way. Then you named the price, and the room went quiet. You feel that silence in your chest. They need to think about it. You know what that usually means.

The old reflex calls that a pricing problem. Too high, so next time, discount. That leaves a bitter taste on both sides of the table. But the deal often doesn't die on price. It dies because you walked in with one offer, and one offer only has two answers: yes or no.

Give the buyer four offers and the conversation changes. There's a way in, a way up, a way to start smaller, and a way to keep going.

I talked this through with Saul Marquez on Outcomes Rocket. Listen to the full conversation: Scale Smarter, Not Harder on Outcomes Rocket

Start with what irritates your buyer

Before offers, there's the product. And the product starts with one question: what does the buyer actually hate doing?

Saul asked me about companies that sell software into hospitals. My answer was the same for any B2B seller. Look at the buyer's day. Find the bottleneck. Find the thing that eats their time and they don't want to do.

Take insurance forms. "Should this really take any minute from any person that comes in there?" Build the software that takes it away. Test it quickly, in small iterations. As soon as it works, now you market it.

🐬 Here's a small example of the same thinking. When you map a patient's journey through a hospital, you notice people lying on a bed, looking at the ceiling, again and again. Nobody thought of painting that ceiling a friendly color. It costs nothing. You only see it when you look from the client's side.

Swap the hospital for your buyer's office and the move is the same. Which report do they rebuild by hand every Friday? Which step in their onboarding makes them sigh?

That's the first step. Not more people. Not more features. Understanding what your buyer needs and stripping away the rest.

The mistake: one offer per product

Here's where most teams stop. They have a good product, and they sell it one way.

"Most teams have only one offer per product or service." Which means the product never earns what it could.

You need four:

1. Attraction offer. Gets the right buyer in.
2. Upsell offer. The real money maker. It transforms their business.
3. Downsell offer. A stripped-down version for the buyer who isn't ready yet.
4. Continuation offer. The next thing, once they're already working with you.

🐯 Picture the same quiet moment after you name the price. With one offer, you're waiting for a yes or a no, and every no takes weeks of work out the door with it. With four, you already know your next sentence: fine, not the right moment, let's start smaller.

1. The attraction offer: pay to get the right buyer in

In the insurance-software example, the attraction offer could be a 14-day free trial. Just get people in.

But "the attraction offer doesn't have to be free." It can be a low-cost entry. And sometimes it costs you money. That's fine, if you know the lifetime value of a client.

Here's the math I gave Saul. If a client spends a hundred K in a year with you, "you can have an attraction offer that costs you 15K to 20K." If they spend less, you go closer to zero.

The math is easy to skip, so the front door stays cheap and empty. Run it once and you know exactly how much you can afford to give before you ask.

2. The upsell offer: where the transformation lives

This is the offer you actually want to sell. "That's your real money maker, you transform their life."

In the example: you don't just fill in one form. You organize the whole insurance process, end to end. Entering the data, sending it where it needs to go, getting reimbursed, documenting the reimbursement.

🌴 Notice the shift. The attraction offer solves one irritation. The upsell owns the whole outcome. That's where the big deal size comes from, because the buyer isn't comparing your price to a tool. They're comparing it to what the whole problem costs them.

That's the order we practice in the 8 Steps of the Repeatable Sale. Step 4, Cost of Inaction, comes before Step 6, Investment. The buyer says out loud what doing nothing costs. Then your price sits next to their number, not next to a competitor's.

3. The downsell offer: keep the conversation alive

Not every buyer says yes to the big offer on the same call. Timing is off. Budget is next quarter.

Without a downsell, that's the end of the conversation. The deal goes stale in your pipeline. You're back to chasing, following up, hoping they don't go quiet.

With a downsell, you say: fine, it's not the right moment. Let's get started with a smaller version of the same thing.

🐬 Now they're a client. You're working together. You're learning their business from the inside. And when the timing is right for the upsell (you'll hear it in how they talk about the next quarter), you're not a vendor knocking on the door. You're already in the room.

That's control. You lead the next step, and the buyer follows. You never have to discount the big offer to save the deal, because the big offer was never the only path.

4. The continuation offer: the wine with dinner

Once they're using the downsell or the upsell, you'll notice other problems.

You came for the insurance forms. Then you see they also struggle with applying for reimbursements. Since you're already doing the first thing, can you do this one too? More maintenance, more services, more packages.

Same in your world. You came in for one problem, and now you can see the next one from the inside.

It's the restaurant moment. You order the main course, and the waiter asks about a glass of wine. Nobody feels sold. It just fits.

🐯 This is revenue without a new hunt. No cold outreach. No new trust to build. Just paying attention to a client who already said yes.

Build your four offers this week

1. List the irritations. What does your buyer hate doing? What takes time and moves nothing forward?
2. Name your upsell first. The full transformation, end to end. That's the anchor.
3. Strip it down. What's the smallest useful version? That's your downsell.
4. Open the door. What gets the right buyer in? Run the lifetime-value math to set what it can cost you.
5. Look one step past the sale. What will clients need once they're working with you? That's continuation.

Then go back to that quiet moment after the price. You'll hear it differently. Not a no. Just a buyer choosing which door to walk through.

And there's a next layer. "There are seven ways of charging." Some are better, some are worse. Get the four offers right first.

🌴 That's Sprintlife. Bigger deals, at the price you want, without chasing. And the time that comes back when you're not rescuing deals that were never going to close.

We have 15 free tools and templates on how to price and how to message (link below). Want your four offers built and tested with a coach beside you? That's our 90-Day Sales Acceleration.

Listen to the full conversation with Saul: Outcomes Rocket with Simon Severino

Grab the free tools and join the Sprint Club: https://www.strategysprints.com

Ready to accelerate now? Book a Discovery Call: https://calendly.com/strategysprint/discovery-call

Happy hunting.
Simon & The Sprinters 🐬⚡️🐆