Impact Pricing · 2026-08-03 · 24 min
Michael Barbarita is the founder of Next Step CFO, strategic CFO, and author of Powerful Business Strategy. After more than four decades of helping businesses grow through smarter financial and business strategies, he's learned that the biggest pricing challenge isn't price - it's trust. In this episode, he reveals why buyers instinctively trust salespeople who aren't attached to the outcome, how transformational conversations outperform transactional ones, and the practical sales strategies that keep buyers focused on value instead of price. Why You Have to Check Out Today's Podcast: Learn why buyers trust salespeople who don't appear desperate for the sale and how perceived indifference creates credibility instead of resistance. Discover how to shift price objections back to the buyer's transformation. Build stronger offers with upsells, cross-sells, and downsells that protect your value. "The key is to be perceived as indifferent and transformational." - Michael Barbarita Topics Covered: 01:40 - Why Business Owners Underprice. Why pricing based on your customer's wallet hurts your business. 04:05 - Sell Transformation, Not Transactions.
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