Frame every negotiation around four core business drivers. Offer discounts not as concessions, but as payments for the customer giving you something valuable: more volume, faster cash payments, a longer contract commitment, or a predictable closing date. This shifts the conversation from haggling to a structured, collaborative process.

Introduce a significantly more expensive, highly customized version of your service alongside your main offering. This price anchor makes the actual product you want to sell appear like a fantastic deal, even if it has a high price point, thereby increasing conversion rates.

To sell more of a $300 package instead of a $200 one, introduce a $500 option. Most won't buy the decoy, but its presence shifts the customer's reference point, making the $300 package appear more reasonable and valuable by comparison.

Instead of asking for a budget, which can feel confrontational, state a typical investment range for your solution. This anchors the price, makes the conversation less awkward, and positions you as a transparent consultant by asking where they fall within that range based on their research.

Instead of just sending a proposal PDF, record a two-minute video walking through the pricing. This 'eliminates the game of telephone' by allowing you to directly explain the value behind each line item to the ultimate budget holder, ensuring your champion doesn't miscommunicate the message.

Don't let your personal perception of what's 'expensive' limit your earning potential. Set your price high based on the value you provide. It is easy to lower a price that gets no buyers, but impossible to know if you could have charged more if you start too low. Never say no for the customer.

To set your price, ask clients what they would do if your service didn't exist. Their answer, like hiring a full-time employee, reveals the 'replacement value.' This figure provides a concrete benchmark for your pricing and uncovers powerful marketing language.

When starting out, don't just charge a low fee. Instead, state your full market-rate price and offer a significant discount (e.g., 50%) as an introductory offer. This establishes your true value from the beginning while still winning the client. Then, systematically raise your price every few clients.

The way a price is presented alters a consumer's emotional response, even if the total cost is identical. Breaking a large sum into smaller installments, like Klarna does, makes it feel more manageable and less intimidating, thus boosting sales.