Sometimes, we're our own worst enemy. We think we have to convince the client to buy. We imagine they’re going to be hostile. So, we discount our value in our own mind first, before we speak to the client. 

How to get past this barrier: 

Recognise that you are not trying to manipulate the client into a position where they buy. 

You’re trying to show them that you understand their vision, you understand their immediate problem, and you know a way to get them through the obstacles, to bridge the gap from where they are to where they want to be. 

Buy the 6 Pricing Barriers in a short, easy-to-read PDF format from here.