State Your Price. Then – Shut Up.

You gather your courage, nervously state your rate, and then… you start talking.

You justify it, you ramble, you offer reasons why it’s fair, and maybe even preemptively lower your price when the prospect flinches. When they reveal their budget is far below your price, you compromise, offering discounts because, let’s face it, you need the business.

Sound familiar? Honestly, it’s time to stop.

The Power of Silence

Here’s a better approach: state your price, then shut up.

No justifications. No filler. Just say the number and let the silence do the talking.

Why? Because silence is uncomfortable, and in that moment of awkwardness, your prospect will feel compelled to speak first. They might ask, “What do I get for that?” or “Can you explain more?” And that’s your cue to calmly outline your deliverables - then shut up again.

The Confidence Effect

When you state your price and stop talking, two things happen:

1. You exude confidence.
   Confidence in your pricing sends a clear message: you know the value of your work, and you stand behind it. Prospects pick up on this energy, making you seem more trustworthy and professional.

2. You change the power dynamic.
   Instead of the typical customer-supplier hierarchy, where the customer holds the cards, you establish yourself as an equal partner. This positions you as someone they want to collaborate with, not someone they can push around for discounts.

The Danger of Desperation

Over-explaining or offering discounts reeks of desperation - and desperation signals weakness. Weakness invites negotiation, which can lead to undercharging. Once you’re in that trap, it’s hard to escape.

Instead, let your silence demonstrate your worth. When you stop pleading and start leading, you attract the kind of clients who value your work and are willing to pay your price.

Real Results

This tactic works. I’ve personally closed millions in revenue using this strategy. From high-value client contracts to workshops and influencer deals, stating my price and shutting up has consistently yielded better outcomes.

Why? Because it’s not about convincing prospects; it’s about setting clear expectations. It shows that you’re not there to haggle - you’re there to deliver results.

How to Make It Work for You

Here’s how you can start implementing this today:

1. Know your worth.
   If you don’t believe in your pricing, no one else will. Do the research, understand your value, and set a price that reflects it.

2. Practice.
   Practice stating your price confidently and without hesitation. Role-play with a friend or mentor if necessary.

3. Get comfortable with silence.
   Awkward silences are your ally. Let them work for you.

4. Outline your deliverables simply.
   If the prospect asks what they’ll get, provide a concise, confident response. Then stop talking again.