It’s amazing how often we negotiate with ourselves in Sales. We offer up things throughout the sales process without getting anything in return for them. We proactively give discounts because we’re so used to people asking for them or we’re not confident in the value our solution provides. When someone asks for the price we say things like “Its $10,000….but it really depends on how many and how long….yada yada.” How do we know the client doesn’t think $10k is actually reasonable? Why give them an objection before there is one? Your reaction to their question usually dictates their response. If you have kids you know what I’m talking about. When a kid takes a digger they almost always look to the parent for their reaction before they react themselves. If the parent doesn’t make a big deal of it the kid usually brushes it off and is fine. If the parent freaks out the kid usually starts crying immediately.
One of my personal rules to success is “confidence overcomes most shortcomings except for an ego.” We need to be more confident in our solutions, our value and ourselves and stop negotiating or throwing out objections before there are any. Silence is also a beautiful thing. Get used to it. When someone asks for the price, tell them in a confident (not arrogant) tone and then shut up and see what happens.