Say it With Confidence: How to Discuss Rates Like a Pro - Sales Closing with integrity

Say it With Confidence: How to Discuss Rates Like a Pro - Sales Closing with integrity

Does the topic of money make you anxious, uneasy, make your mouth dry and your hands sweat? Do you dread that point in a conversation when someone says, “So what do you charge?”

You’re not alone. Most of us have difficulty talking about money, especially when quoting prices for our own work. But if you’re going to be successful in business, you have to get over it.

Practice.

The first rule for declaring your prices with confidence is simply to practice.

The more you say your rates out loud (not in your head) the more natural it will be for you.

Lead with integrity when having sales conversations

How do you feel when you engage a service provider or vendor or purchase a product or service? Take away and refine your process with the steps, practices and methods that make you feel good when purchasing and engaging services.

Some of the things that are important to me;

  • What does the prospect need to know about working with you?

  • Does the prospect know what they are getting or signing up for?

  • Being mindful of your prospect’s history, world events, capacity, lifestyle, demographics, mindset, or anything else that may have been highlighted on the pre-call questionnaire ( I use the call as an opportunity to discuss the points on the form )

  • Being clear about the prerequisites to the course, process, program, training, service or package

  • Being empathetic

  • Being open, clear and approachable

  • Not adopting any pressure tactics or using false scarcity 

  • Providing a clear statement of steps to the engagement of working with you, clauses, ascension to the next step, products or service, terms of the contract and so on

  • Being clear on misaligned values

  • Being clear if you are unable to help a prospect and providing a point of referral

  • Offering clear frequently asked questions steps or providing useless information, free values content 

Smile. Even if you’re on the phone or writing an email, smile when you quote your rates, if you have summarised your experience, skills and expertise as an expert in your field, you should have absolute confidence in charging for your expertise.

Your tone of voice changes when you smile (as does the “tone” of your typing), and that tone can convey confidence and authority, not to mention professionalism.

Avoid being wishy-washy, discounting immediately after quoting. Listen to yourself as you speak to potential clients. Do you say things like, “Well, normally I charge…” or “Actually, my rates are…” or “Do you think

that $XX.00 will work for you?”

Rather than squeaking out a timid, “Um, I charge, like £/$1,000 per month,” straighten your back, smile, and say, “My rate for VIP begins from £/ $1,000 per month. Where should I send your invoice?” And then…

Be silent.

When we’re nervous or feeling intimidated, we tend to talk. We want to fill the silence with something, anything, just to avoid having to sit there uncomfortably and wonder what the other person is thinking.


These (and others like them) are all wishy-washy ways of talking that do not instil confidence in your client, and worse, they make you sound like you don’t believe in yourself or your expertise. After all, this is why you were sought out.

But guess what? They are just as uncomfortable with the silence, and psychologically, the one who speaks first is at a disadvantage. So when you’re talking price, avoid the urge to fill the silence (especially because you’re most likely to try to justify your pricing) and let your potential client take the time to respond.

Will speaking with confidence always land you a new client? No. But being able to share

your pricing in a clear voice will help potential clients know that you’re confident in your

skills, and consequently, that you are the right coach for them.

 

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Growth Money Mindset, Pricing, Sales Closing, Sales Calls, ProspectingKatrina YoungGrowth Money Mindset, Prospecting