Sales and pricing—they’re two sides of the same coin. Sales strategies and pricing tactics do they sound scary to you?
Many business owners feel uncomfortable with both. And yet they know that success won’t come without them.
In this episode of Live with The Pricing Lady, the Podcast, I sit down with Katie Nelson, The Sales Catalyst, to unpack how your sales strategy and pricing mindset are deeply connected. We explore why owning your value is the foundation of confident selling, how to shift from “convincing” to “serving,” and what small tweaks can have a big impact on your bottom line.
Whether sales makes you squirm or you’re just looking to sharpen your skills, this conversation is packed with practical insights and powerful mindset shifts. If you’re ready to stop underpricing, start selling with confidence, and truly stand behind your offers—this episode is a must-listen.
Tune in now to find out more about the sales strategies and pricing tactics that can help you grow your business.
What to Listen out for:
- 03:27 Sales & Revenue Insights
- 16:56 Pricing & Packaging Struggles
- 25:40 Educating Clients & Sales Process
- 31:09 Confidence & Pricing Connection
- 37:48 Final Thoughts & Takeaways
Favorite quotes from this episode
“Discomfort is where growth happens. None of us grew anywhere because we were complacent or super comfortable.” Katie
“ It is the things that are the same, that start to create growth, sustainability, and ultimately should you choose to go down that path – scalability.” Katie
“There is no easy button for either pricing packaging or selling. Closest thing to an easy button is setting it. And going for it and having your date to move on, like that’s the easiest part about it.” Katie
“ If you do not sell yourself, you cannot provide the answers that your salesperson will need to be able to sell.” Katie
“Progress, not perfection. First and foremost, if you are planning on being successful in selling your offer you have to be comfortable. That’s why build in progress – like if you underprice at first have an end date, know when you’ll raise it.” Katie
“ Everything else is a learning process. If pricing is something that you’re unfamiliar with, if selling is something that you’re unfamiliar with, these are actual skill sets that your business requires to be successful. So you’re going to have to learn them sooner or later,” Katie
Episode Links
Reach out and talk to Katie:
- Linkedin: https://www.linkedin.com/in/thesalescatalyst/
- Instagram: www.instagram.com/salesuprising
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Get started improving your business. Beyond this pricing podcast there’s more for you to explore. Sometimes it’s difficult to know where to begin. I suggest you Download the the self assessment Pricing Scorecard to get a view of what’s working and not in your business. Ever wondered, “What’s a fair price?”, check out my on-demand webinar “Getting to A Fair Price“. Two great places to get started with pricing in your business today.
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Podcast Overview – Sales Strategies and Pricing Tactics
Sales. That one word can stir up all kinds of feelings—anxiety, resistance, even dread. But here’s the reality: no matter how great your product or service is, if you’re not selling, you don’t have a business. That’s why I was thrilled to sit down with Katie Nelson, aka The Sales Catalyst, for a straight-talking, insightful conversation on how sales strategies and pricing tactics truly work hand-in-hand.
Katie brings a fresh, no-nonsense perspective to sales—reminding us that it’s not about pressure or persuasion, it’s about connection. And when you pair that connection with pricing that reflects your true value, that’s when the magic happens.
In today’s fast-paced market, understanding and mastering pricing and sales strategies is essential for building a sustainable and profitable business. Sales plays a pivotal role in business success—it can be a powerful growth tool or a major roadblock. This conversation dives into the real-world challenges and wins of pricing and sales, helping you navigate these critical areas with clarity.
Why Owning Your Value is Non-Negotiable
One of the themes that kept surfacing during our chat is the idea of owning your value. I see this all the time with clients—amazing business owners who struggle to confidently communicate the value of what the do. To even see the world through the lens of value. Katie nailed it when she said, “If you don’t own your value, you’ll never be able to sell your offer.”
We talked about how pricing isn’t just a number—it’s a reflection of the value you deliver and the confidence you have in that value. And when you price in a way that honors your expertise, you naturally show up stronger in sales conversations.
Sales Is a Learnable Skill
Here’s something I wish more people understood: you don’t have to be “a natural” at sales to be successful at it. Katie is living proof that sales is a skill—and like any skill, it can be learned, practiced, and improved.
She shared smart, accessible strategies for making sales feel authentic, not awkward. It’s about listening more than speaking, understanding your customer, and believing that your offer is the solution they need. When you lead with service and curiosity, selling becomes something you get to do—not something you have to do.
Confident Pricing Without Apologies
You know this is a big one for me: pricing without apology. And Katie and I both see how often people undercut themselves in the sales process—discounting before they’ve even stated the price, or adding justifications to “soften the blow.” Or even their first reaction to an objection is to slash the price.
But here’s the truth: when you’re clear on the value you provide, you don’t need to justify your price. You just need to communicate it with clarity and confidence. Katie reminded us that your price is a business decision, not a personal statement. And that shift in thinking changes everything.
Small Adjustments, Big Shifts
You don’t need to overhaul your entire business to see improvement. Sometimes, small adjustments—how you introduce your offer, the way you respond to objections, or the confidence with which you state your price—can lead to big results.
Katie and I walked through a few of these shifts and how to identify where your sales process might be falling flat. It’s about being intentional, consistent, and most of all—staying connected to the value you bring to the table.
Embrace the Learning Process
There’s no magic formula for mastering sales strategies and pricing tactics —it’s a continuous learning process. In fact I’d go further to say practice (i.e. doing it often) is the only way to build and hone these “muscles”. Katie encourages business owners to take the time to refine their strategies, whether that means working with a coach, adjusting sales tactics, or becoming more intentional with pricing. The key is to keep learning and improving rather than waiting for the perfect moment to act.
In Conclusion
If you’ve ever felt unsure about pricing or nervous about selling, this episode is for you. It’s packed with practical advice and powerful mindset shifts to help you show up more confidently and close more sales—without sacrificing your values.
Tune in now and start selling with purpose, clarity, and confidence.
Subscribe, rate, and review the Live With The Pricing Lady your pricing podcast for service based businesses, for more insights. I’d love to hear your thoughts, questions, and topic ideas—connect with me at thepricinglady.com. Remember, pricing is a continuous journey, and together, we’ll make sure it leads to success!
