Nicolas ColeCo-Founder Ship 30 for 30, Premium Ghostwriting Academy

The Easiest Way To Raise Your Prices When Negotiating #sales

13 May 2026 · 1 min

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1:00

In this solo video, Nicolas Cole shares a straightforward pricing negotiation tactic aimed at increasing profitability without losing deals. He advises starting the pitch with a price higher than the desired final rate (e.g., $8K/month when the target is $5K/month). If the prospect balks, the seller can offer a concession that brings the price back to the target level, but only if the client agrees to a prepaid commitment (e.g., six‑month upfront payment). This approach anchors the negotiation upward, allowing the seller to secure a higher cash‑flow and avoid discounting the monthly rate. Cole cautions that the method should be used only after a business has an established client roster, so a loss of a single prospect doesn’t jeopardize revenue.

Chapters

A great pricing tactic is take your price. So let's say you charge $5K a month. This is where I want to end up. But when you pitch it, you swing for the fences. You're like, you know what, I'm going to pitch this at $8K a month. If the client says yes to that, you just increase the profitability of that client by 30%. That's great. If the client tries to negotiate and it's like, mm, that's a little high. You're like, okay, well, what I could do is I could get it down to say, and then the price where you want to end up, I could get it down to $5K a month if if you prepay for 6 months. You're ending up in the same place, but now you're collecting all the cash up front, which is different than what most people do is they pitch the original and then they negotiate from there. And then they're like, oh, I'll give you a discount. Then your monthly comes down to like $4K or $3,500. So what you want to do is you want to anchor higher and then land back where you actually want to land versus pitching your pricing and then negotiating down from there. You shouldn't do this when this is your first client. You should do this when you have more roster because that way it's like if they say no, whatever, you already have a roster Lines, right?