When was the last time your doctor gave you 3 pricing options?
When was the last time your doctor gave you 3 pricing options?
“We can set your broken arm with the Basic Package for $3,000...
The Deluxe Cast for $6,000...
Or our Premium ‘Heals Faster’ plan for $10,000.
Which one works for your budget?”
That sounds ridiculous, right?
Because you didn’t go to a doctor for options. You went for answers.
And yet… this is how most agencies sell:
- Good / Better / Best packages
- “Pick the one that works for you”
Here’s the problem:
When you present choices, you hand the authority back to them.
You’re saying: “You decide what’s best.”
And they’re thinking: “If you’re the expert, why am I doing your job?”
Experts prescribe. Vendors give menus.
How to Sell Like a Doctor (Not a Waiter):
✅ 1. Diagnose First
Ask questions until you fully understand what they want, what’s in the way, and what success looks like.
✅ 2. Prescribe ONE Path
“This is the best plan based on what you told me.” Not three. One.
✅ 3. Tie It to Outcomes, Not Features
Anchor your recommendation to the result they said they wanted—not your service list.
When you prescribe, price objections don’t disappear…
…but they stop being the reason you leave money on the table.
If your proposal still has Package A, B, and C?
You’re not positioning as an expert...you’re positioning as a waiter.
👉 What’s ONE way you avoid the “menu trap” when pitching?
