When a client pushes for a lower price, the instinct is to negotiate down. But I take a different approach, one inspired by Alex Hormozi’s philosophy. Instead of cutting price, I ask: How can I increase the value? Price is just a number, but value is what drives decisions. More support, better terms, a stronger guarantee... these are all levers that make a deal more compelling without sacrificing margins. The right buyers don’t just want the cheapest option; they want the best return.

To maintain value in negotiations with clients pushing for lower prices, emphasize the unique features and long-term benefits of your product or service. Understand the client's needs and tailor your offer accordingly, possibly offering tiered pricing without compromising on quality. Share testimonials or success stories to reinforce the value, and stay confident in your pricing by explaining its justification. In last, Instead of lowering prices, offer additional value, such as extended services or bonuses. Finally, be prepared to walk away if the client insists on a price that undermines the value you provide.

You have to explain to them What makes your product unique. Sell them not just a product but a dream, an idea. This makes diference and i am sure that everyone likes to have something that has a value. Remember that sustainable products are most value that others.

Reaffirm the Value Proposition – Highlight the expertise, experience, and outcomes you bring to the table. If relevant, share case studies or client success stories that showcase the impact of your work. Align with Their Goals – Understand their underlying concerns. Are they looking to cut costs, or do they not fully grasp the benefits of your services? Address their priorities and demonstrate how your solution directly contributes to their success. Be Flexible, But Smart – If a client truly doesn’t need everything you’re offering, break your services into manageable pieces they can afford. This way, they still receive value, and you maintain a long-term relationship rather than losing them entirely.

Cuando un cliente presiona por precios más bajos, enfocarse en la negociación en el valor. Destacar tus diferenciadores: calidad, servicio y beneficios adicionales. Preguntar qué es clave para ellos y encuentra puntos de acuerdo. Si ajustas el precio, reduce el alcance o pide un mayor volumen. Usar referencias del mercado para justificar tu tarifa y mostrar el retorno de inversión. Evitar ceder sin obtener algo a cambio y construir confianza a largo plazo. Un cliente que solo busca precio puede no ser el más rentable. La clave es demostrar por qué tu oferta es la mejor opción. Si tu eres el mejor, nadie espera que seas barato. Si tu eres barato, nadie espera que seas el mejor.

Añadir valor a cosas que no nos cuesten mucho dinero y que el cliente las perciba como muy valiosas, es importante diferenciarse por la calidad (entendida como la adecuación de requisitos, no como lujo o documentación en exceso) , servicio..

From my point of view, and working directly and in directly with clients has always given me the conclusion that: in any negotiation, it’s essential to keep the focus on the value you bring rather than just the price. One main key is: we should differentiate if you are dealing with a B2B or B2C Business Models: • For B2B: Emphasize how your work boosts ROI and streamlines operations—back it up with real case studies. In addition, show the long term value of your product / service. • For B2C: Highlight the immediate benefits and the positive customer experiences your offering delivers. Remember that you are dealing with individuals influenced by emotions and personal needs. Let the conversation center on genuine value, not just cost.

Based on my experience, I would focus on the below: 1- solution optimization to decrease the price if possible, while ensuring that your delivering the same value. 2- or use a phased implementation approach to match with the available budget. 3- Communicating the added value of the solution and assess its return on investment. 3- offer additional support and training services where possible.

Build value in the product. Explain how the original surpasses the generic. Product knowledge plays a vital role. However, sometimes, you need to close a sale and give away some margin to save the sale. Rather make a little and keep the client happy than turn him away and send him to your opposition. If you help him, he will surely return. By word of mouth, his family and friends will surely tag along. This is from personal experience. Knowing how to read body language plays an important role. In today's economy (in my geographical area) not everyone can afford an OEM part. As much as price margins are vital to a business,a little tolerance and adjustment will surly build a longer relationship than being firm and loosing the client forever.