Bundle Instead of Cutting Price
Practical ways to bundle instead of cutting price, adding value rather than eroding it.
Add, do not subtract. Value protects margin.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
Bundles keep price intact
Adding value instead of cutting price protects your margin and your positioning.
Create some.
Estimate the value to them
Putting a price on each extra shows what they receive.
Price them.
Offer a choice of extras
Let them pick what matters, which builds ownership.
Present two.
Keep the main price firm
Resist cutting it while adding extras.
Hold steady.
Explain the value clearly
Describe each extra and its benefit.
Be specific.
Avoid giving away too much
Set limits on what you add.
Decide boundaries.
Teach your team
Share good bundles for consistency.
Document them.
List extras
Low cost.
Brainstorm.
Estimate their value
Clear.
Price them.
Offer a choice
Control.
Present two.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“I can include setup and training.”
“That is worth about five hundred dollars.”
“The price stays the same.”
“Which extra helps you most?”
“Would that work?”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
List cheap-for-you extras
Price their value
Offer bundles
Ask which they prefer
Keep the price firm
Track what works
Review
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
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Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: Use Odd and Precise NumbersNext: When to Walk Away →
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
