David Molina describes a sales call where he was told to charge $2,000 but got nervous with a wealthy prospect and dropped his price to $700, then offered a payment plan. The prospect said yes but thought he was an amateur. Hesitation and discounting kill your credibility and your paycheck.
People told me you need to charge at least $2,000 for your service. I got him on a call. I got nervous and I was like, man, nobody's paying me $2K. That's two-thirds of a year's salary. Even if I said it, I know, like, my voice would have cracked. You were in Guatemala. Where were they? They were in California. The guy was loaded, but I didn't understand how much money, you know. And in my head I'm like, okay, I'm not gonna charge him $2,000. I'm gonna charge him $750 and I'm going to offer a payment plan. I remember I was in the middle of my presentation. He stops in midway. I was like, I'm sold. Like, how much is it? I was gonna say $750. I remember I choked and I was like, it's $700. But we have a payment plan. Don't worry about it. Do you want to split it? He said like, no, it's fine. But he could tell I was an amateur.
