You Deserve to Be Paid Full Price

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Hi

Ever walked into a client renewal meeting feeling good—solid relationship, solid results—should be pretty straightforward, right?

Then you hear those dreaded words: “Can we talk about pricing?” And just like that, the mood shifts. You’re trying to hold the line, but somehow, you find yourself caving and agreeing to a discount you hadn’t intended to give.

We’ve all been there.

This week, we’re flipping that script with some big ideas:

🔒 How to protect your pricing without damaging the relationship
🧠 What overwork actually does to your brain (spoiler: it’s not great)
🤖 1,300+ AI tools to explore and supercharge your sales process

Plus, I’m sharing a new book that’s helping me break my morning doom scroll habit—and a video review of a smart new tool to streamline your client communication.

Let’s dive in. 👇

Feature: Stop the Discount Spiral—A Better Way to Win Renewals

Ever walked into a client renewal meeting feeling confident—only to walk out having caved to a 10% discount and a pit in your stomach? It’s more common than we like to admit. Faced with the fear of losing the deal, many of us fold on price (I’ve been there plenty of times). But that reflex—driven by fear, not strategy—is quietly costing you margin, credibility, and long-term trust.

Here’s the truth: if you’ve delivered real value, you deserve to be paid full price. In Episode 53 of The KAM Club Podcast, I unpack the Anti-Discount Revolution—a smarter, more strategic approach to renewals that puts your value front and centre while keeping your pricing intact.

Here are five ways to protect your price—and your positioning:

1. Reposition Price Objections as Value Questions
   When clients ask for a discount, what they’re really asking is: “Am I getting enough in return?” Respond with data and outcomes, not lower numbers.

2. Use the "Why Pay More?" Script
   This proven five-part message structure (from The Expansion Sale) helps justify a price increase by documenting results, reinforcing their decision, surfacing switching risks, and anchoring new value.

3. Start Early—Months Early
   Don’t wait until the renewal lands. Plant seeds in quarterly reviews, business updates, and informal check-ins. Price should never be a surprise.

4. Trade Don’t Fold
   Never discount without getting something in return. Offer incentives like early commitment or bundling—but always tie it to a strategic goal.

5. Offer Options Instead of Discounts
   Let the client choose: pay more for premium service or switch to a lighter version at a lower price. Either way, your value stays intact.

🎧 Listen to the Full Episode
Get the full breakdown (and real-world examples) in Episode 53: Stop the Discount Spiral. Available on Apple Podcasts & Spotify and all podcast platforms.

💬 What’s the boldest move you’ve made to avoid discounting? Hit reply and share your story—I might feature it in next week’s newsletter.

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Featured Video: ZenZap – A Smarter Way to Handle Work Chats

If you're like me, you’ve probably juggled client updates across Slack, WhatsApp, Teams, and email—only to lose track of who said what, where. One minute you're coordinating with a client, the next your friend’s dropping memes in the same thread. It’s chaotic, confusing, and definitely not the picture of professionalism.

That’s why I was intrigued by ZenZap—a platform designed to clean up the mess and give work chats a proper home.

In my latest video, I share how ZenZap stacks up after a few weeks of hands-on use—and I can say: it really delivers.

Here’s what I liked:

• Work-life separation – No more mixing personal WhatsApp messages with sensitive client conversations. ZenZap keeps things tidy and focused.

• Built for account teams – You can create “hubs” for each client, add internal team members, share updates, assign tasks, and track action items—all in one place.

• From chat to task in one click – Convert messages into to-dos, book meetings instantly, and keep everything searchable and organized.

A few caveats:

• Bigger companies may need to loop in IT before rolling it out.

• Integrations with major tools are there (Google, Slack, Salesforce), but niche platforms may require a double-check.

💬 I don’t do product reviews often, so let me know—would you like to see more tools like this featured? Just hit reply and tell me what you’d love a behind-the-scenes look at.

Things to Think About

A few insights that caught my eye this week—worth a read, a rethink, or a refresh to your strategy.

That’s it for this week!

Discounting is easy—but it’s rarely the best move. When we lead with value, not price, we shift the conversation from cost to impact. You’re not just selling a service—you’re delivering outcomes, trust, and continuity.

So the next time a client asks for a discount, don’t cave—clarify. Show them the results, the risks of switching, and the value of sticking with a partner who has their back.

Got a story about a time you held firm—or didn’t? Hit reply and tell me. I’ll feature the best insights next week.

Until then, stay Account Minded.

✌️ Warwick

P.S. Enjoyed the ZenZap review? Let me know if you'd like to see more tools featured!

P.S. If you like what you’re reading, here are a few ways to go deeper:

📚 Join The KAM Club – Exclusive training, templates & coaching → Learn more
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