Value

"What's it worth to you" the salesman asked.  "It meets your need, it's available and you obviously need it" he continued.  The customer stared into space with a dumbfounded expression.  "I don't get it.  What is the price" he asked.  The salesman a bit irritated said, "How much do you have?" The customer looked at the salesman in dismay.  "You are right, it does meet my needs and I need it, but I would never buy it here" he turned and walked away.

Of course that's not how business is conducted.  If it were, sales would be the most difficult job in the world.  Instead, the selling process is built around the framework of the value proposition.  It's a clear expression of what the benefits and costs are. Sometimes it's one sided and other times it's balanced.  It helps me, the customer to establish a measure of value.

Fine tuning the price of a product should involve a study of the elasticity of demand to a product (If prices go up will the customers follow?).  The value proposition is much simpler than pricing models.  It simply states:

All Benefits - All Costs = Value Proposition

Explain your offer to potential customers clearly.  It will help you find the right customers early and with a reasonable expectation of success.