I recommended my amazing web designer to a friend last week.
After he met with her, he texted me:
“Spoke to Annie just now. She seems great. We’re going to begin on a test project. It’s considerably more expensive than I expected but if the quality is there then that’s ok.”
I replied: “I know. I had sticker shock too. She’s not a bargain. But so talented.”
Then he said something I loved:
“I do like that she asked for a lot of money confidently. Then shut her mouth. How she asked told me a lot about who she was. And I was impressed.”
That’s the skill most people never learn.
Say your number. Shut your mouth.
The Problem
You’re in a negotiation, a job interview, a client call, or a salary review.
They ask: “What are your rates?” or “What’s your salary expectation?”
You give your number. Then you immediately start talking:
“But I’m flexible…”
“That’s just a starting point…”
“I know that might be high, so…”
“No pressure and no rush, as I’m sure you need approvals above you…”
Every word after your number makes you look less confident.
The Big Small Thing
Say your number. Then shut your mouth.
Step 1: State your price clearly.
“My rate is $200 an hour.” [Silence]
“I’m looking for a $150K base salary.” [Silence]
“The project fee is $25,000.” [Silence]
Step 2: Stop talking.
Don’t explain. Don’t justify. Don’t apologize. Don’t fill the silence. Just wait.
This is being SHAMELESS.
(Shameless is one of the nine traits I write about in my book Wild Courage. It means having the courage to stand behind your efforts and abilities without apology.)
When you keep talking after stating your price, you’re negotiating against yourself before they’ve even responded.
When you say your number and stop, you signal confidence. The silence does the work for you.
One of four things will happen next:
#1: They say yes immediately.
#2: They counteroffer (now you can negotiate from a position of strength).
#3: They say no (and that’s okay).
#4: They need more time / approvals (and that is normal).
The key: Let them be the first to speak after you state your price.
Want more tips on how to negotiate? Check out my free PDF on how to negotiate like a PRO.
How This Helps You Get What You Want
Next time someone asks your price, try this:
Say the number clearly. Then count to 10 in your head (not 2, not 5… 10) before you say anything else.
It will feel like an eternity. Do it anyway.
Let them break the silence. Let them be uncomfortable for a second.
That discomfort is where negotiation happens. And you set yourself up for a win.
Say your number. Shut your mouth.
