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The Sales Evangelist

Joe Ardeeser on The Sales Evangelist Podcast

One size does NOT fit all! Having the power to customize a product or service to fit our needs makes us feel confident in how we’re spending our money. The same is true for our prospects. In today’s episode, our host Donald Kelly meets with Joe Ardeeser, the Founder/CEO of Smart Pricing Table, to talk about using optionality to build trust and give agency to customers.

Ways to Offer Optionality

  • Provide different service lines. If you have a customer who uses one of your services, tell them what else your company can do for them.
  • Customize individual services. Talk to your customers about ways they can configure your service to work better for them.
  • Offer options for different budgets. If you can’t downsize your offer, you might lose big deals.

Build Trust With Prospects

  • Offering a “good”, “better”, and “best” option can help customers feel comfortable because they can see that you’re not just trying to get the most money possible out of them.
  • Buyers need to feel like they have agency and control over how much they want to spend and what they’re getting out of the deal.
  • Prospects are probably going to have conversations with other stakeholders before buying. Arm them with the knowledge of your optionality so they can consider things in their own time.

Don’t Lose Deals

  • You can’t make EVERYTHING optional. Make sure the service will work, even if the customer wants a very stripped-down version.
  • When customers don’t choose your product, most of the time you’re not going to know why.
  • If you make it so that your prospect can add or subtract services to adjust the price, you can avoid losing deals by small margins.


Visit SmartPricingTable.com to schedule a demo!

Sponsorship Offers

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

Are you struggling to close deals? Cold outreach wastes the buyer and seller’s time at every stage, especially when sellers are using shallow and outdated data.

  1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.
  2. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes – like more pipelines, higher win rates, and larger deals.
  3. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

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

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.


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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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