Sometime later this week I will be releasing a transcribed version of a phone call and sales meeting I had with a client to sell them SEO; this is in follow up to my thread: http://www.blackhatworld.com/blackhat-seo/offline-marketing/402212-so-youve-got-your-first-meeting-simple-sales-guide.html But before that I wanted to share some short sales and psych tips with you guys. The first one is simple and straightforward and I call it "Gasp Pricing". During the meeting watch the client careful when you tell them the price. Most people when hearing a high price will breathe in deeply - close to a gasp, ideally you are looking for someone to do one of these micro-gasps, pause for two seconds and say something afirming like "ok" "fair enough" "sounds good" even a clenched smile or nod will do. If the person doesn't gasp before agreeing your price is low, you could have gotten away with a slightly increased price point, take note of this for any future re-negotiation of contracts, as well as similar sized businesses in similar sectors. If the person's pause lasts longer than two seconds before any signs of affirmation, or looks to anyone else in the room who is NOT a decision maker, then you have just barely squeaked by and you want to be careful in the future with your pricing. If the person gasps, but doesn't affirm chances are they aren't a fan of the price - you may not have lost them but now will be in a waiting game, and you should consider if you are the person who competes on price or the premium product as the client will likely attempt to negotiate. While this may not to quickly spin the tables in a single meeting this guide is a great learning tool that will help you better gauge client pricing in the future as well as optimize your contract negotiations with each client. Best of luck!