Bigger deals at the price you want start with the top rung of your ladder.

$178.

That's the median lifetime earnings of an expert whose most expensive offer stays under $50.

$174,730.

That's the median for experts with at least one offer at $2,500 or more. 🐯

Same platform. Nearly a 1,000x gap.

Part of that gap is experience, sure. But no amount of experience gets you to the second number without something bigger to sell.

The numbers come from Kajabi. Their team just opened 11 years of transaction data: $11.7 billion earned by experts across 101 million transactions, May 2015 to July 2026. Real sales, not a survey (full report: https://www.kajabi.com/blog/what-experts-actually-charge).

It's creator data, not B2B data. But in B2B the same gap shows up in one moment.. the buyer says "we like it, can you do better on price?"

What happens next decides your margin, your deal size, and your evenings. If you sell expertise, a service, or software to businesses, three lessons carry straight into your pipeline.

1. Your top price sets your ceiling 🐬

Offers at $1,000 or more are 15% of everything for sale on Kajabi. They bring in 40% of the earnings.

Products under $25 are 14.8% of the catalog. They bring in 3.5%.

Picture it as a staircase. And it's steep. Only 2.6% of experts who never price above $50 ever reach $100K. Of those with a $2,500+ offer, 62.4% cross it.

The lesson isn't "raise your prices." It's "build a top rung." Growth doesn't come from selling more of the small thing. It comes from having something bigger ready for the buyer who wants more.

Before your next discovery call, write down the biggest thing a client can buy from you today. If the answer is "a bit more of the same," that's your ceiling.. and your next rung is the first thing to build.

2. Price the result, not the hours 🌴

Business and finance offers on Kajabi have a median price of $275. Lifestyle and hobby offers sit at $89.

Same format. Same delivery. A 3x gap.

The difference is what the result is worth to the buyer. A business outcome has a number attached. A hobby doesn't.

In B2B the value is almost always there. What's missing is the buyer seeing it before the price comes up.

That's why price comes late in the 8 Steps of the Repeatable Sale. Step 4, Cost of Inaction: "What happens if you do nothing?" You let the buyer say the number out loud. Then Step 6, Investment: time, people, money, in that order.

Once the buyer has heard themselves name the cost of standing still, your price looks small next to it. That's pricing power. That's control of the conversation.. no begging, no justifying. 🐯

3. Discounts train buyers to wait 🐬

One in five sales on Kajabi carries a coupon. The median discount is 40%.

Meanwhile 53.8% of earnings come from repeat purchases by existing customers. At least 42% come from recurring offers.

Read those two together. The money isn't in the discount. It's in the client who already said yes.

Kajabi's own advice: keep discounts for real events. Anywhere else, a discount tells the buyer your price was never real.. and every price after it smells a little stale.

In a live deal, the discount shows up the moment control slips. The deal goes quiet, pressure builds, and the words "let me see what I can do" slip out. Sweet in the moment. Bitter at renewal. The better move is back to Step 4.. let the buyer reconnect with what's at stake.

Then put the energy you'd spend discounting into the clients you already have. What's their next rung? 🌴

The pattern underneath

Three findings, one lesson. The experts who earn more don't sell harder. They built a bigger offer, they tie price to the result, and they don't flinch on price. Buyers notice. The founder who holds their price is the one they trust with the big project.

That's not talent. It's a process. And a process can be practiced, and handed to your next sales hire.

You don't have a pricing problem. You have a process gap. And process gaps close.

Bigger deals at the price you want, and your evenings back. That's Sprintlife. 🐬

Want to practice Step 4 until holding your price feels normal? Sprint Club gives you the tools and a weekly rhythm to do it. 7-day free trial: https://www.strategysprints.com

Ready to accelerate now? Book a Discovery Call: https://calendly.com/strategysprint/discovery-call?utm_source=blog&utm_medium=article_cta

Happy hunting.

Simon & The Sprinters 🐬⚡️🐆