The beliefs that surface when money enters the conversation
Most people assume beliefs show up as thoughts.
They also reveal themselves through our behaviour.
For example, they appear very clearly when money enters the conversation.
You might notice it in a conversation like this:
“What is your fee for this service?” the client asks, with a hint of curiosity.
The consultant hesitates, glancing down at their notes. “Well, uh… it’s usually…”
Sensing the pause, they quickly add, “But I’m open to discussing it further to see what works for both of us.”
The client nods, waiting. “I see. Can you tell me more about what you’ll be doing for that fee?”
Feeling an urge to justify, the consultant starts explaining more than needed. “Of course, our service includes many benefits, such as…”
In the background, there are thoughts like: ‘What if I lose this work?’
It’s important to remember how you feel in that moment, the beliefs that come up, and your reactions, because it will set a precedent for your relationship going forward.
They come from beliefs that often go unexamined:
✅ I’m too expensive
✅ They will say no.
✅ They have more options than I do.
✅ I’ll have to explain and justify this.
✅ I don’t want to be seen as unreasonable or too greedy.
None of these beliefs says anything about the quality of your work.
They shape how safe you feel about yourself and the work you want to do and helps to explain why simply knowing what to charge isn’t enough.
If beliefs aren’t addressed, your self-confidence gives in and your insecurities take over.
Remember, pricing decisions are rarely lost on logic alone—they’re lost in the moment you don’t see yourself as a peer, and your beliefs take over.
To foster a growth mindset, consider reframing negative beliefs. For instance, instead of thinking, ‘I am too expensive,’ ask yourself, ‘What value am I creating?’
This shift in perspective can open up possibilities and encourage confidence and toughness in future negotiations.
Reflection:
When a client challenges your fee, take a moment: What belief surfaces for you? How does it shape your response?
To bridge the gap between reflection and action, consider a simple practice before your conversations: a ‘price-statement warm-up.’ Say your price confidently three times (ideally in front of a mirror), take a deep breath, and smile.
This micro-practice can help embed confidence physically, turning your awareness into action.
Until we meet
Morton
PS: I’m taking three companies through our 2026 Ready: Strategic growth map to set you for 2026 and beyond. To find out more-email: value@mortonpatterson.com
