Should you list your prices publicly or wait until a potential client gets on a call with you?

In this episode of the Sales Maven Show, Nikki Rausch tackles one of the most common questions business owners ask when creating offers, sales pages, social posts, and email campaigns: Should I share my pricing upfront?

Many entrepreneurs hesitate to reveal pricing because they want the chance to explain the value first, avoid sticker shock, or position their offer as premium. While those concerns are understandable, Nikki explains why hiding your pricing may actually be hurting your conversions instead of helping them.

This episode explores the concept of friction in the sales process and how requiring people to jump through hoops just to learn your pricing can create distrust, hesitation, and unnecessary barriers.

Nikki shares practical examples from her own business, including real testing she conducted with email campaigns and offers, showing how transparency often leads to stronger results and faster decision-making.

You also hear Nikki's perspective on why buyers want clarity before committing their time to a conversation and how transparent pricing helps create rapport and trust from the very beginning.

If you've ever struggled with pricing visibility, worried about how prospects will react to your rates, or wondered whether hiding pricing makes you look more "premium," this episode encourages you to rethink your approach and make the buying process easier for your ideal clients.

In this episode, learn:

1. Why hiding pricing creates friction in the sales process

2. The real reason buyers hesitate when pricing is unclear

3. How transparency builds trust and strengthens rapport

4. When it makes sense to discuss pricing live on a discovery call

5. Why "starting at" pricing can create disappointment and resistance

6. A better way to present pricing ranges for custom offers

7. How to make it easier for people to say yes to working with you

A question to consider:

Are you making it easy for buyers to make a decision?

Or are you unintentionally slowing down the sales process by withholding information they need?

If this episode gave you a new perspective on pricing transparency, subscribe to the Sales Maven Show and share this episode with another business owner who wants to create a smoother, more trust-based sales experience.

Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!

For more actionable sales tips, download the FREE Closing The Sale Ebook.

Find Nikki:

Nikki Rausch

[email protected]

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Sales Maven Society

https://calendly.com/salesmaven/work-with-nikki-discussion

Chapters:

00:00 Intro

00:22 Should You List Your Prices?

01:14 Why Business Owners Hide Pricing

02:05 How Hidden Pricing Creates Friction

05:37 Why Buyers Want Price Transparency

07:01 The Only Time Nikki Waits to Share Pricing

08:22 What Nikki Learned From Testing Pricing

10:32 Why "Starting At" Pricing Hurts Sales

12:23 Make Buying Easy for Clients