Episode from the podcastCatalyst Sale Podcast

Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein

Released Monday, 16th September 2019
Good episode? Give it some love!

Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein

This week Paul Klein joins me on the podcast to discuss pricing, time, value, and making the transition from W2 to K1.
Paul is the host of the Pricing is Positioning podcast, a Keynote speaker, and business consultant.
Thanks Paul for the awesome discussion.


  • What does the transition from W2 to K1 typically look like?
  • How do you think about productizing services?
  • Why do we fall into the hourly rate trap?
  • If value is subjective, how can that help or hurt us?
  • What are some common misperceptions around pricing when moving from W2 to K1?
  • Why do we over complicate the process?

Key Takeaways:

  • Most people undervalue their services, their expertise
  • The first sale is to yourself
  • Recognize that there is value in what you do
  • You can’t serve every client in every vertical
  • Make it easy for customers to do business with you
  • Give your customers three (3) choices when it comes to pricing - the sweet spot
  • At the end of the day, it’s about the value to the client
  • Value is very subjective
  • People buy outcomes, not time
  • Every brand should have a product ladder
  • Leverage your expertise to build out your design
  • Not all customers are created equally, not all services are created equally

Show Links

Call to Action

What processes, roles, systems, do you want to "blow-up" in your organization? Let us know via twitterfacebook or LinkedIn.

Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.
Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough
Product Market Fit
Demystify Sales - the course
Are you looking for a way to improve your capability in sales, and grow your business?
Would you like a framework, methods, approach, and tools that can help you put the concepts discussed on the podcast, into practice?
This course is designed for you.
We will apply the Revenue Operations Framework (Know your Customer, Know your Business, Know your Approach) and the foundational Sales Skills (Gathering Data, Story, Time Management, Project Management), to help you design your playbook, and start executing.
Thank you

Episode Reviews

This episode hasn't been reviewed yet. You can add a review to show others what you thought.

This podcast, its content, and its artwork are not owned by, affiliated with, or endorsed by Podchaser.
Rate Episode

Share This Episode

Recommendation sent

Join Podchaser to...

  • Rate podcasts and episodes
  • Follow podcasts and creators
  • Create podcast and episode lists
  • & much more

Moderator Stats

Episode Number
Podcast ID

Episode Details

37m 59s
Episode Type

Episode Tags

Do you host or manage this podcast?
Claim and edit this page to your liking.