When discussing your price, always maintain eye contact with the customer or prospect. Use hand gestures to emphasize the value of your product and service. Appropriate body language can go a long way in communicating confidence.
It seems like even though I’ve been talking about this for a long time, I often find salespeople who think it doesn’t apply to them. The tragedy is that it’s these people who need it the most. Whether you are talking in person or over the phone, your body language comes through, including your eye contact. So, make sure you are communicating exactly what you want to be saying. The best practice exercise I’ve found is to recite your price point 25 times each morning in front of a mirror standing up. Although it sounds weird, it will help you develop a strong sense of confidence when it comes time to close the sale.