--- title: Get Rid of Head Trash and Raise Your Prices description: "To make more money in sales and business do this one thing: Raise Your Prices. You are your own worst enemy. You're too close to your business and you think you know what you're worth but you're wrong by a factor of two, 10, or even 100. Here's how to charge what you're worth and start living." image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-18541712.jpg --- [Skip to content](https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices#main-content) [![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/) - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) Open main navigation Close main navigation - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) - [Get The Daily](https://thesaleswhisperer.com/daily) [Get The Daily](https://thesaleswhisperer.com/daily) Jun 13, 2025 # Get Rid of Head Trash and Raise Your Prices ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices) Yes you can and should raise your prices because, believe it or not, your clients want to pay more. Allow me to explain. Actually, allow Professor Baba Shiv to begin... As consumers we love to boast about two things: 1. The "steal" we got on something 2. The exclusivity of something we got Let's focus on #2.  ## Your clients will pay for exclusivity You see it when people brag about getting tickets to the Super Bowl or The Masters golf tournament. When they post photos of their new Tesla or Rolex or iPhone. Or when they name drop that they are sending their kids to the same trainer that works on LeBron James or the football camp where JJ Watts first learned to smash quarterbacks. And as [Stanford research has shown](https://www.gsb.stanford.edu/insights/baba-shiv-how-wines-price-tag-affect-its-taste)—even if we don't admit it—we literally love to consume and partake of and be around that which is more expensive and exclusive. In today's crazy busy noisy world, people will pay dearly for two things: 1. Experience 2. Exclusivity When you raise your prices—assuming you are competent in your field—you have the margin to both create a better experience—[you do have a process to deliver that great experience after the sale, right?](https://thesaleswhisperer.com/blog/blinking-twelve-problem-closed-loop-marketing/)—for your customer and by simply being more expensive, you are creating an aura of exclusivity. Since I started The Sales Whisperer® in 2006, I've raised my prices many times, often doubling my rates. Did I become 100% better one year to the next. Maybe, but not typically. [![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLj%2BUzOIGqtyP9IKuujCMF5DzZRR0mBoTvej%2F5t0Zz3sRwbQ%2F%2B6fp3WvKa8lLtHrj66lkH44u4A5q3Iwp4FVconimr1B4DWO014zs%2FTudjQVFDnYHGA9NoJlls3ocEdmkyN87cgkCWfC3fx9GsEDIWI3JShxQ16Bd%2FWnux3EoWYUKx85b4c4VGz%2BxnZQe0%2FNkv8RPrkHSHP&webInteractiveContentId=178194433547&portalId=443614) ## Become Convicted! However, I did become more convicted—not arrested and convicted—and aware of the value I bring to my clients and I based my rates on the results I produce. When you raise your prices and stick to them a few things happen: - After the fear subsides you'll become more confident - At first you'll work less but earn more - You'll derive more pleasure from your work - Your "motivated" and "right" clients will enjoy working with hyou more - Those same clients will complain less - They'll also embrace your ideas more readily ("I paid enough...I might as well do what you say.") - As the better results are documented and proven and the word gets out...you'll work more, which leads to... - You having to raise your prices again! Motivated clients who are focused on producing results and investing in their companies and themselves take my advice and produce results that are 2x to 100x what they pay me, so the utopian state of "win-win" is actually achieved. And isn't that what you're after? To be great in sales you must first be convinced that what you sell is worth what you charge. If what you sell is your personal expertise, it will be a hard sell until you get rid of that head trash that is holding you back. But remember, getting a deal on your services, which is your time, which is YOU, is not the same as offering a deal on an iPhone or a mouse pad or a hot tub.  When you discount your time, everyone loses. If you need help getting rid of that head trash **[give me a shout](https://www.thesaleswhisperer.com/meetings/wes15)**. In my next post I'll outline specific ways you can raise your prices without alienating your best clients and prospects so stay tuned. Or just **[contact me](https://www.thesaleswhisperer.com/meetings/wes15)** and we'll set a time to speak. Market like you mean it. Now go sell something. [![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLj%2BUzOIGqtyP9IKuujCMF5DzZRR0mBoTvej%2F5t0Zz3sRwbQ%2F%2B6fp3WvKa8lLtHrj66lkH44u4A5q3Iwp4FVconimr1B4DWO014zs%2FTudjQVFDnYHGA9NoJlls3ocEdmkyN87cgkCWfC3fx9GsEDIWI3JShxQ16Bd%2FWnux3EoWYUKx85b4c4VGz%2BxnZQe0%2FNkv8RPrkHSHP&webInteractiveContentId=178194433547&portalId=443614) ## Related posts [![](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/sell_without_selling_wes_schaeffer_the_sales_whisperer.jpg?height=200&name=sell_without_selling_wes_schaeffer_the_sales_whisperer.jpg)](https://thesaleswhisperer.com/blog/how-to-grow-your-sales-without-growing-your-staff-15) ## [How to Grow Your Sales Without Growing Your Staff #15](https://thesaleswhisperer.com/blog/how-to-grow-your-sales-without-growing-your-staff-15) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 Now that you have some chalk and some nails let's get some dough, shall we? [Read more](https://thesaleswhisperer.com/blog/how-to-grow-your-sales-without-growing-your-staff-15) [![Get Paid For Your Knowledge With Kyle Leavitt & CustomerHub — AI-powered sales insights from Wes Schaeffer, The Sales Whisper](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-33758255.jpg?height=200&name=pexels-33758255.jpg)](https://thesaleswhisperer.com/blog/kyle-leavitt-customerhub) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [Get Paid For Your Knowledge With Kyle Leavitt & CustomerHub](https://thesaleswhisperer.com/blog/kyle-leavitt-customerhub) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Apr 09, 2020 How to get paid for your expertise online [Read more](https://thesaleswhisperer.com/blog/kyle-leavitt-customerhub) [![Know The Business You Are REALLY In For Sales Success — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-1888014.jpg?height=200&name=pexels-1888014.jpg)](https://thesaleswhisperer.com/blog/know-the-business-you-are-really-in-for-sales-success) [custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai) ## [Know The Business You Are REALLY In For Sales Success](https://thesaleswhisperer.com/blog/know-the-business-you-are-really-in-for-sales-success) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jun 13, 2025 [Read more](https://thesaleswhisperer.com/blog/know-the-business-you-are-really-in-for-sales-success) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Wes Schaeffer", "url" : "https://thesaleswhisperer.com/blog/author/wes-schaeffer" }, "dateModified" : "2026-07-05T07:11:36.747Z", "datePublished" : "2025-06-13T14:35:44.000Z", "headline" : "Get Rid of Head Trash and Raise Your Prices", "image" : [ "https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-18541712.jpg" ], "mainEntityOfPage" : { "@id" : "https://thesaleswhisperer.com/blog/get-rid-of-head-trash-and-raise-your-prices", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://thesaleswhisperer.com/hubfs/wes-header-lockup.png" }, "name" : "Fixer Wes" } } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#organization", "@type" : "Organization", "founder" : { "@id" : "https://thesaleswhisperer.com/#wes" }, "legalName" : "TSW Group, Inc.", "logo" : { "@type" : "ImageObject", "url" : "https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%20The%20Business%20Fixer%20white.png" }, "name" : "The Sales Whisperer®", "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ], "url" : "https://thesaleswhisperer.com/" } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#website", "@type" : "WebSite", "name" : "The Sales Whisperer®", "potentialAction" : { "@type" : "SearchAction", "query-input" : "required name=search_term_string", "target" : { "@type" : "EntryPoint", "urlTemplate" : "https://thesaleswhisperer.com/hs-search-results?term={search_term_string}" } }, "publisher" : { "@id" : "https://thesaleswhisperer.com/#organization" }, "url" : "https://thesaleswhisperer.com/" } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#wes", "@type" : "Person", "alternateName" : "The Sales Whisperer", "image" : "https://thesaleswhisperer.com/hubfs/wes-suit-forward.jpeg", "jobTitle" : "Founder", "name" : "Wes Schaeffer", "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ], "url" : "https://thesaleswhisperer.com/about", "worksFor" : { "@id" : "https://thesaleswhisperer.com/#organization" } } ```