Your price isn’t the problem. Your mouth is.

Ever been on a sales call, about to drop your price, and suddenly your mouth develops a mind of its own?

• You start overselling.

• You throw in bonuses they didn’t ask for.

• You explain why it is such an amazing deal.

Meanwhile, the client is just sitting there, waiting for you to get to the point.

It happens. The more you explain your price, the less confident you sound.

And if you do not sound confident, why would they be confident in buying?

Here is the better way to do it.

1. Walk them through everything they get. Keep it simple.

2. Say the price clearly. No “it is normally $10K but for you…” Just say it.

3. Then do nothing. Just stop talking and let them process it.

That silence? That’s where the decision happens. Most people panic and start talking again, but the best salespeople know: whoever speaks first loses.

If they start asking about payment terms or start dates instead of objecting, they are already sold.

The biggest mistake people make is asking, “Do you have any questions?” It sounds polite, but it is way too easy to say no.

Instead, try “What questions do you have?” It is a small change, but it keeps the conversation going.

Try this on your next call. The difference is almost unfair.

Cheers,

Tim