Many decades ago, there was a "solution selling" sales trends, where you focused on resolving "pains". Despite its age, and despite its focus on services vs. ca

Many decades ago, there was a "solution selling" sales trends, where you focused on resolving "pains". Despite its age, and despite its focus on services vs. canned products, it is still the best analogy I've found for non-sales folks to understand how to price software to sell: Your product needs to not just be cool and likeable, it needs to fix a pain. If it doesn't, there is no reason to buy because any level of cost hurts more than a non-existent pain. But when you do fix pain, pricing becomes an exercise of ensuring the pain at seeing your bills/invoices hurts less than the original pain. If it does, people will buy.