Your price must be stated without any hesitation in your voice if you expect the customer to believe you.
This is big fatal mistake so many salespeople make when stating their price — they don’t say it clearly or strongly enough. Subsequently, what the customer is really hearing is how the salesperson doesn’t even believe in their own pricing. It doesn’t matter if it’s a B-B or B-C, the inability to communicate vocally a strong price is a huge reason why so many customers ask for a discount or complain about a price being too high.
As a salesperson, you have to believe in your price 100% without exception. You have to be able to state your price points clearly and without hesitation, all while giving the customer eye contact the whole time. This is why I say having a high level of sales motivation is so important to closing profitable sales. If your sales motivation is not high, then you don’t stand a chance in being able to convey your price confidently — unless what you’re doing is giving it away for free or some ridiculous low price.
Practice reciting your price out loud 25 times while looking into a mirror. I know it sounds stupid, but I’m amazed at the number of salespeople who can’t do it, and if you can’t do it by yourself, then there’s no way you can say it proudly and with conviction to your customers.