Less is more?

We are told to over deliver.  But in today’s coaching call Brooke said “less is more.”  I’m more confused now.  My brain = EXPLODING.

Can you clarify the best route? Over deliver?  Or put less into the offer?

The lady today being coached was told her price is too low for all she was offering. But I was under the impression that is great, it would be selling a Mercedes for $10 type of offer? A no brainer offer?