Why do I cave and cut the price the second they push back?
Here is what is actually happening. The buyer frowns, or goes quiet, or says "that's a lot." Nothing has been rejected yet. But you feel it as rejection, and you cannot stand feeling it for even five seconds. So you offer money to kill the feeling. You tell yourself this saved the deal. It did not. It saved you from sitting still. This is not a skills problem. You already know the numbers, the pitch, the product. What you do not yet control is your own body in the moment a buyer withholds approval. That is the whole fight. Everything else is decoration. Work on this with your pod, because you cannot see your own pattern alone — you are inside it when it happens. Others can watch you flinch before you even notice you're doing it.
You do not discount because the deal needs it. You discount because silence feels unbearable. The buyer paused, and you could not sit in that pause, so you paid money to make it end. Fix the fear of silence, and the discounting stops on its own.
What changes unlock by starting
- You can sit through five seconds of silence without reaching for your wallet.
- You notice the urge to discount as it rises, before you act on it.
- Your pod can call out your pattern faster than you can hide it.
- You start closing deals closer to your real number, not your anxious one.