How to prove your software is worth the price

Actually, it's not as tough as it may seem. First of all, let's forget about the prime cost: everybody knows that the software is a bunch of bits you can copy as many times as you wish. So, if you can't say "Our QA department tests each copy you download from our website", let's rather talk about something more related to the price: the benefit your prospects get from using your software.

What do you know about your software? At worst you know that it has 3 cool features, at best you know that these cool features allow users to do cool things. These features are listed on your website and you may think that this is enough information for a sales manager to sell the product. But in fact a rare user who is not happy about the price can value a set of features at a certain sum of money, while he can easily value the benefit he gets by using the features.

The more precise the benefit is, the easier it is to prove that your application is worth the price. Basically, you need to show prospects that using your product will add some essential money value and this value is much bigger than the actual price. Count the time(=money) they save, costs they reduce, revenue they increase, etc. Ideally, the prospects should realize that you ask for a whole lot less money than the benefits they gain.
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