Though, I always negotiate with my clients over the pricing but even while negotiating I follow a definite set of process to never let my prospects get over me. Most of the new sales rep always give away when the prospect is questioning about the high price but seasoned sales professional always justify it. Justifying your pricing is not a difficult task and it can be mastered easily by following these tips.
Solve problems and Justify: Every prospect and client have problem and pain points and they have a definite set of defined resources to alleviate those pain points and have their own justification. I always help my client understand how my solution is going to help them in alleviating their pain points. I always help my client understand their return on investments and also let them understand how the solution can be in sync with their future goals.