Proposals, SOW & Docs
Proposal Pricing Table: How to Structure Tiered Pricing to Maximize Deal Size
Team Olonyn
Product & Growth Engineering at Olonyn
October 10, 2026 7 min read
TL;DR / Quick Summary
Offering a 3-tier pricing matrix (Standard, Recommended, Enterprise) anchors prospect expectations. Over 60% of buyers select the middle "Recommended" tier, increasing average contract value by 25-35%.
The 3-Tier Psychological Pricing Architecture
Tier 1 (Anchor / Budget): Solves minimum requirements. Prevents prospect from walking away.
Tier 2 (Recommended): The ideal solution with highest perceived value and best margins. Highlighted as "Most Popular".
Tier 3 (Enterprise / Premium): High-touch white-glove offering that anchors the value of Tier 2.
Frequently Asked Questions
Should pricing tables include sales tax or VAT?
Explicitly state whether prices are inclusive or exclusive of local GST, VAT, or sales taxes to avoid final invoicing surprises.
Written by Team Olonyn
Product & Growth Engineering at Olonyn
The engineering and growth team at Olonyn. Building the autonomous 8-engine workspace consolidating sales prospecting, cold email, data hygiene, and intelligence for $17/month.
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