Power Move IQ owl emblem
POWER MOVE IQANALYZE

MOVE 32 · ANCHORING & PRICING · FREE

Present the Price Without Apology

Say your price plainly and stop talking, without nervous discounts, justifications or filler that signal you expect it to be rejected.

A price delivered with an apology invites a discount.
Low riskPricingVendor negotiationClient scopeProtect value

WHY IT WORKS

Hesitation, qualifiers and immediate justifications tell the buyer the price is negotiable before they have said a word. A clean statement followed by silence communicates confidence and gives them space to respond to the value rather than to your discomfort.

WHEN TO USE IT

  • You tend to discount before the client has objected.
  • You are quoting a new, higher rate for the first time.

WHEN NOT TO USE IT

  • The client is in genuine financial hardship and empathy matters more than firmness.
  • You actually have flexibility and want to invite discussion.

SIGNALS IT FITS

  • You say 'I know it's a lot, but…' when quoting.
  • You offer a discount before being asked.

PREPARATION

  • Practise saying the price out loud until it sounds ordinary to you.
  • Decide in advance what, if anything, you will trade for a lower price.

STEP BY STEP

  1. State what is included in one sentence.
  2. State the price.
  3. Stop talking and wait.
  4. Answer questions about value; do not volunteer discounts.

OPENING LINE

“Here's what's included and the investment.”

SCRIPT

The package includes the audit, the action plan and two follow-up sessions. The price is 3,200.

LIKELY RESPONSES & COUNTERS

If they pause in silence
Let the silence run. The next useful words are usually theirs.
If they ask for a discount
Ask what they would like to remove, or what they could offer in exchange.

SECOND MOVE

If they ask for less, use Trade, Never Concede.

FOLLOW-UP

Send the agreement promptly once they say yes, before second thoughts set in.

COMMON MISTAKES

  • Filling the silence with justifications.
  • Smiling apologetically while quoting.

WALK-AWAY CONDITIONS

  • The client wants the full package at a price below your floor with nothing traded.

EXAMPLE (FICTIONAL)

A coach who usually added 'but I can do a payment plan' immediately after quoting stopped doing so. In her next five consultations, four paid in full; one asked for a plan, which she offered then.

ETHICAL BOUNDARY

Confidence is not pressure. Do not use silence or tone to rush someone into a decision they need time to consider.

RELATED MOVES

ANALYZE MY SITUATION

Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.