2. What if...you list what client is getting if they choose to accept your proposal? Now you are deepening your case for results thinking.

3. What if...you tell client boldly and with emphasis, that you can deliver that result for price of X? Now you are keeping emphasis on results, not on price.

Each of these 3 steps follows my foundation principle: It's Not About You, It's About Them! When you make it about "them" your confidence will soar! Now it's your turn!

Stick to your guns. You can answer -

"I can't give a ballpark until I know specifics of your situation. Would you mind if I asked a couple of questions to find out about your XYZ?"

Or

"Actually, I can tell you exactly what fee will be for your project (or coaching or ... fill in blanks with your service) once I understand exactly what specifics are of your situation. May I ask a couple of questions to figure that out?"

Now, I know grammar in these examples is not textbook perfect. It's not meant to be. Our written English is quite different from way we speak, so I've written them as you would say them, not to win a grammar contest.

But let's get back to what happens if your almost-client is insistent you name a number they can hang their hat on.

Don't do it. Yes, I know this takes a bit of courage but here is what I believe: There is no way I can give an honest answer without first understanding person's situation. And honesty is a critical value for me. I bet that honesty is a critical value for you too. So from a position of honesty, it becomes easy to stand your ground - firmly, calmly and with utmost respect.

Here is a tip - match your words and your tone of voice to person's level of insistence. I remember well how a woman who owned a Medical Billing company had a Physician's Office Manager insist she give her a quote right away. Her answer? In firm tones and with confidence she replied, "I can't give you an honest answer until I know how your office runs. Every office is unique, including yours. May I ask a couple of questions to find out how your office functions?"

Use this simple strategy and you'll never fall into trap of giving away price information too soon again!

Now it's your turn!