C22 When you quote your asking price, do so with no hesitation or equivocation in your voice. If you sound the least bit unsure, you'll send the message that there is room to negotiate, and that is an open invitation to games of all sorts. Instead toss off the number with the same inflection you would use if someone just asked you for the time.

Can't get that big number to trip effortlessly off your tongue? Practice giving your sales pitch to your associates, and do so with the asking price doubled. Once you become comfortable at twice the asking price, the real price will be easy. Confidence is contagious. If your prospect feels that you're comfortable with what you're asking, he'll feel more comfortable paying it.