Consultants often cave on price, timeline, or scope out of fear of losing a client, costing them significant revenue in a single call. Maintaining confidence during negotiations is what separates winning deals from losing them.
You can spend years becoming an expert in your field and lose thousands of dollars on a 5-minute sales call with the wrong conversation about the price, the timeline, or the scope of the project. I have seen consultants fumble a sale or start giving in to unreasonable demands the moment a prospect asks, can you lower the price?
Can you finish sooner? Or can Can you add one more thing?
They start negotiating from weakness because they're afraid of losing the client. Having a strong stance to negotiate from determines your success and failure more than anything else.
