Intro

What if you could charge more without changing a single feature of your product or service? In this powerful rerun episode, I’m bringing back one of my favorite interviews with Bob Britton, a marketing expert who has helped thousands of entrepreneurs elevate their value, boost conversions, and command higher prices. If you’ve ever felt stuck competing on price, this episode is for you.

Meet Bob Britton

• Bob Britton is a business growth strategist with a long track record of turning small businesses into seven-figure machines. He’s not just theory, Bob built and sold multiple companies using the same strategies he teaches today. One of the big secrets behind his success?
• Understanding perceived value. According to Bob, the way you frame and present your offer can make the difference between being seen as a commodity and being seen as a premium solution.

It’s Not About Price, It’s About Value

• In this episode, Bob breaks down how to make your offer feel more valuable—without actually changing what you sell. It's all about presentation, psychology, and messaging.

Simplify the decision

• When prospects are confused, they don't buy. Bob explains how to structure your offer so it feels easy and obvious to say yes.

Stack the value

• People don’t buy features, they buy outcomes. Learn how to package and position your benefits so they stand out.

Anchor your price

• If you’re not using strategic price anchoring, you’re leaving money on the table. Bob shares his favorite ways to do this without feeling manipulative.

Add scarcity and urgency

• A great offer is only as strong as the reason to act now. Discover the exact language Bob uses to ethically drive urgency.

"People will pay more when they believe your offer solves a meaningful problem, better than anything else." – Bob Britton

Resources

Want to dive deeper into pricing and packaging? Join my Sales Mastermind Class. If you’re working on messaging or need to create a premium offer, check out Blue Mango Studios. Follow me on LinkedIn for daily sales insights and strategies. Visit thesalesevangelist.com for more episodes and tools to help you sell more effectively

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.  This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.  This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.