[00:00:00] You know that moment right before you say your price, your heart's beating a little faster. Your throat tightens up just enough that you notice it, and suddenly your energy shifts the confidence you thought you had.
It flickers just for a second, and in that second, everything changes. You start talking a little faster. You overexplain, maybe you throw in a discount you hadn't planned on. I do that way too much when this hits me. Or you follow it up with something like. But you can totally adjust that if you need to.
Even though you know the offer is worth every dollar, you know it, but in that moment it's like your words. They forget it. Does this sound familiar? This doesn't just happen in a one-to-one sales call. It happens when you're hosting a masterclass and it hits that final 10 minutes where everything suddenly feels tight and awkward.
It happens when you're pitching to a group recording an Instagram live, sending a follow up voice note, or even when someone casually asks. So. How much does it [00:01:00] cost to work with you? And without realizing it, you're not just explaining your offer, you're explaining yourself. If you've ever felt awkward or uncertain, when it's time to talk about your price or your offer, this episode is going to feel like I'm reading your mind.
Because I've been there, I've coached so many women through this exact moment. The moment where what should feel simple suddenly feels like a spotlight's been turned on and you're standing there exposed. And here's what I want you to hear before we go any further.
The problem isn't your price. It's the story you're telling yourself about what the price means. That's what we're diving into today. Not from a surface level. Change your worth. Pep talk, I promise. But from a deeper place we're going to get into the real reason your sales pitch feels shaky, even when your offer is amazing.
We're going to unpack what's happening under the surface inside your body, your identity and your nervous system, and how that internal story [00:02:00] shows up in your words without you even realizing it and most importantly, I'm going to show you how to shift. All of that, because when your energy and your beliefs are aligned with your price, the awkwardness disappears.
You stop selling and you start leading. And the right clients feel it. So grab your coffee. Close the 12 tabs you have open. Yes, I see you. And let's talk about the invisible script that's running your sales conversation. How to rewrite it so the words flow, the pitch feels good, and you finally start hearing more yeses.
Intro: I am Christina Koki, your post of the Effortless Closing Podcast. Born and raised in Silicon Valley. Now bringing the wisdom, wit, and well-oiled business strategies from my new hometown just outside of Nashville, where the pace is slower, but the revenue still runs high. With over two decades building businesses, some wildly successful others can gloriously messy.
Every step has been fueled by a love of real strategy [00:03:00] and real results. This isn't about side gigs, and it's definitely not about hustle culture. This is about optimization and building revenue, generating machines designed to make your life and your business feel effortless. After $92 million in sales of the last eight years while raising four little ones and building it all as a.
Wholepreneur. I've created systems that scale and a business that supports my life, not steals from it. From summers in Europe to road trips across the United States, being present with my family is the greatest win. And everything I've learned to make that possible is now inside the effortless closing method.
The framework behind this podcast, and here's the best part, you can build the same kind of business, the kind that funds your lifestyle, honors your values, and. Feels like you. This show is for the woman who's already doing well, but is ready to simplify the work, amplify her income, and finally build a business that flows with her life.
Every episode brings [00:04:00] sharp strategy, honest insights, and real world tools to help you grow your business and enjoy your life in the process. We don't just grow your business, we optimize it to feel effortless. This is the Effortless Closing podcast.
Let's start with the invisible script that's driving that awkwardness. You don't feel awkward during your sales pitch because something is wrong with you. You feel awkward because somewhere along the way you learned that selling meant justifying. You were taught explicitly or subconsciously that asking to be paid requires explanation, proof, permission, and often.
Performance and that invisible script. It didn't begin when you became an entrepreneur. It started way earlier than that. Maybe it was when you were a kid. And overheard your parents saying Money doesn't grow on trees. I know mine said it all the time. Maybe it was in school where being liked matter more than being seen.
Or maybe it was your first job when you asked for a raise and you were told You should just be grateful you have a job at all. [00:05:00] Horrible. That is so horrible. I was told that myself. That's why I put it in here. These moments get embedded in your nervous system and that shapes. How you see yourself, so when it's finally time to ask to be paid well for the work you're doing.
Those old stories, they quietly and secretly bubble up and they don't just whisper, they flood your system. I can't tell you how many women I've coached who've said to me, I know my work changes lives, when I say the price out loud, it's like something collapses inside me. One of my clients was running an incredible eight week live training program.
Not just once, but every quarter. She created a brand new high value experience. She was teaching from deep expertise, showing up live, customizing support to her clients all live for eight weeks. That kind of program from the outside should have been a $2,000 plus offer. She was charging only $279. Not because that's [00:06:00] what it was worth, but because she was afraid anything higher would scare people away.
And the wild part, even at $279, she still felt like it was too much. She'd say things like, I just wanna be accessible, or, I don't want anyone to think I'm being greedy, but underneath it all was a deeper belief. If I changed what. It's really worth, people won't buy, they'll walk away, they'll judge me. So she kept overdelivering over, creating undercharging, and slowly, quietly, she was burning herself out.
She's not alone. This is what happens when your internal story hasn't caught up with the value of your work. It creates a disconnect between the truth of what you offer and what you feel safe asking for. So that collapse you feel in your chest, that tightening in your throat, that need to soften the blow before saying your price.
That's your nervous system trying to protect you from perceived danger, and the danger isn't the number. It's a story attached [00:07:00] to it. Okay, now you get to see how nerdy I am about this stuff. And I hope you share my excitement because once you see why behind the awkwardness, you can finally release it.
Let's get specific. You're in a sales call. You've built rapport, you're listening deeply. You've done everything you've been taught to do, and the person is in front of you. Total dream client. You are excited. Then without warning, bam. You feel like you've been hit by a bust. The moment you're supposed to name your price, your body gets tight, your words get fluffy.
You start adding little bonuses. You emphasize your process instead of the results, you forget to help them cross the bridge so they can see what life is like with you on the other side. And if you listen to the episode a couple weeks ago, you know what I'm talking about. It's the one that's called stop selling products.
Start selling belonging. Go check it out. If you have it, you know the offer is worth $5,000, but somehow you hear yourself say it's [00:08:00] $5,000, I know it might be a lot. Boom. Just like that. You undercut yourself. Now, they're second guessing. They were ready, but your hesitation just planted a seed of doubt.
They're wondering. Why does she think it's too expensive? Do other people think that too? What am I missing? We think our words are what make or break our sale. They're a part of it, yes, but not the full story. Your subconscious energy underneath those words, the tone, the pause, the eye contact, the confidence or lack of speaks way louder.
The energy you bring behind your pitch is what makes or breaks the sale. There is a study done at UCLA by a psychologist, and they found that when we communicate feelings or attitudes, only 7%. Just 7% of that message actually came from words. The other 93%, well, you guessed it. That came from your tone of voice, your body language, meaning that when you're feeling [00:09:00] shaky, your audience will know it, even if you're saying all the right things.
And this doesn't just happen in person, it happens in masterclasses on Zoom inside your dms. Even in prerecorded videos, I just got a DM the other day from someone trying to sell me into their course. I didn't ask for it first red flag, but the second. It's a big one. in A clunky paragraph. They told me about their program and the price, and then launched into this overly detailed explanation of why it costs that much.
It was a full on justification. And here's what I want you to hear over justifying your price as a red flag, not just to your audience, but to yourself. Anytime you are asking for a sale, the invisible script will show up. And here's what that script usually sounds like. If I charge too much, they'll think I'm greedy.
If I make it too expensive, no one will buy. Who am I to charge that? I'm not there yet. I don't want them to feel uncomfortable. I just wanna help people. [00:10:00] I don't want to make money. The barrier. Does that sound familiar? And again, I wanna be clear, this doesn't mean you're not good at what you do. It means you're still running old programming for a new operating system.
You are trying to grow your business with someone else's beliefs in your head. This is the real reason your sales pitch feels awkward, not because your offer isn't great, but because the identity behind it hasn't caught up with your pricing, your identity. That's everything in your business. That's why pricing issues are rarely about pricing.
They're about identity, about self-concept, about emotional safety, how we feel deep down inside ourselves. When there's a gap between the transformation you provide and how safe you feel asking to be paid for it, that gap creates tension. Your nervous system picks up on it and your potential clients feel it too.
So if you've ever said, I just hate the pitch part, I wish someone else could do it for me. This is [00:11:00] your invitation to pause, to look deeper, not at the script you're using, but at the story you've been telling yourself all along. Because when your beliefs match your price, your presence changes. You don't sound salesy, you sound certain, you don't try to prove your value.
You own it and that shift, that's where we're going to start building next, because this isn't just about how to say the number. It's about becoming the person who doesn't flinch when it's time to do that. All right, so here's what we wanna get into next. Rewriting your internal script to anchor into confident pricing.
I know so many of you want to make more money. I wanna make more money too. We're all on the same boat together, and I love that. I mean, this is the part of why you became an entrepreneur in the first place, right? The opportunity to earn without a ceiling, to create your own rules. But somewhere along the journey, that truth got lost because let's be real.
It's not just about hitting a number on a [00:12:00] spreadsheet. It's about finally feeling like your business reflects your true value. You are ready for the income to match your impact. You want to work less, charge more, and actually enjoy what you've built without all that second guessing. That's the work I love the most, like I really love that work.
That is who I am at my core. I help women like you. Find the intentional confidence that makes charging significantly more feel natural, not forced, not like you're performing or pretending. Just you in your truth, naming your price and watching the right people say yes with ease.
Because once you find that alignment, you can make a lot of money with half the effort and not just more money. Better money aligned, clean, joyful income that doesn't drain you income that flows. Because it came from the right clients, the right energy, the right positioning. But here's what most people don't realize.
Charging more isn't about just adding another zero to your offer. So let's be very clear [00:13:00] about that. It's about becoming the version of you who feels safe? Saying that number out loud. I help my clients who are actually going from pennies on a dollar.
Too big money. So some of my clients that I have inside ECM right now, they're making maybe $5,000 or $7,000 on a transaction, and I'm actually helping them get up to $30,000 on a transaction. It's a process. Some of my clients, I can't make that leap too fast. They are not comfortable. So we're just breaking it down.
And just small actionable steps that they feel comfortable with. So someone's making, let's say $5,000. They are all of a sudden thrown into a panic. That fear takes 'em over. They're like, I can't, I can't charge $30,000. There's no way anyone will pay me $30,000. So then I say, what about 7,000? Will someone pay you 7,000?
And they go, yeah, yeah, I could do 7,000. Like I'm totally worth 7,000. I'm like, great. We're gonna do $7,000. And what I help them do is go from [00:14:00] five to seven, then seven feels so normal, so perfect. Then I say, okay, we're gonna move into 10,000. We let that become safe and normal. We work on the mindset stuff.
We're working on everything. We're getting 'em there. We're showing them. That they could do it, and I'm slowly increasing them over time. That is the coolest part about all of that.
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We need to find that joyful income. Like I said, you don't want it to drain you. You want income. Like I said, that flows because it feels right from the right people.
Because your body has to believe what your mouth is saying. You have the most polished pitch in the world, the prettiest sales page, a deck, full testimonials. I see this all day long, but if you don't feel safe asking for that $5,000, asking for that $10,000.
Your voice will give it away. Your posture will shift, your energy will dip. Your eyes will pause just a second too long and you'll over explain. You'll stack unnecessary bonuses, slide [00:18:00] into justification mode, and let me tell you. I know that place all too well. It's uncomfortable. It's exhausting, and it's not the energy you want leading your sales process When this happens, if you're on a one-to-one call, if you're in a position where you're trying to name a price, so I have some clients, so I work with real estate agents as well.
And so when they're sitting down and trying to give the value and justify their commission that they wanna charge. When they hesitate. When you hesitate in this moment, that opens the door to somebody to ask for a discount. Okay? If you are on a sales call and you have a course you're selling or a coaching program you're selling, and you go in with hesitation, that makes someone just give a pause.
Are they the right person? Some people will hang tight and say, I'm just gonna wait until she offers discount. Or sometimes you'll offer the discount before they even ask for that. So we really have to make sure we understand what this does to you because your internal code [00:19:00] with all of this is firing off a warning signal to you, and that signal is saying, this is too much. You're going to lose them backpedal quickly. Play it safe. We don't wanna lose them. That's your nervous system at work. It's trying to protect you from rejection, from being judged, from being left out, whatever it is.
But that's not really reality. It's keeping you small, not because you're weak, but because you're wired for safety, not for expansion. By the way, this is everybody. This is how humans are. We are wired to be kept safe, and if fear sneaks in, our body is wired. To stop and pause to keep us safe. This is where your identity has to come in.
You have to rewire your self concept to match the price point you are stepping into. Otherwise, you're always gonna feel like you're stretching into something that doesn't quite fit and that energy, your clients can feel it, even if they don't know why.
They hesitate. They ask for a discount, like I said, and they [00:20:00] say, let me think about it. And then they ghost you. Right, which is horrible. You're like, wait a minute. I had a client, um, earlier on when I started my coaching, she wanted my highest tier package. At that point, I think it was like $15,000. We had like three calls together.
She was so excited. She wanted to do it. I don't know if, I'm assuming it's my energy, right? I don't know what I said or how it was or when this went down, but all I know is that during those three calls that we had and the conversations we had. She was excited and then I got that infamous saying of I need to go talk to my husband and we'll discuss it and I'll let you know.
And right there, I knew I lost it. Have not heard back from her since. So I lost it somewhere. They ghost you and it's horrible 'cause you put so much time and energy and you knew they were the right climb. Just remember down. They're sensing that incongruency between the value of your offer and the identity of the person delivering it.
In other words, how you feel about your own solution is shaping how they perceive its value. So what does it actually mean to rewrite your internal code? It [00:21:00] means becoming the version of you who's already living in alignment with that next level price point.
The version of you who sees charging 5,000 or $10,000 and as an act of service, not a stretch. The version who doesn't flinch because she's anchored into the result she delivers, not the hours it takes to deliver it. It means shifting from, I hope they say yes to, I already know it's the right move for them and I'm fine whether they take it or not from, let me explain why it costs this much to, this is what it looks like to work with me.
From, am I worth it to this is the cost of access to this kind of transformation. That identity shift doesn't come from more strategies, it comes from more alignment. It's about sitting with old stories about worth, about money, about what people will think and rewriting them one by one.
It's remembering that your pricing is not just about you. It's about what your clients stand to gain,
how they will rise when they're invested. How [00:22:00] they'll show up differently. When they're asked to stretch, when your inner story shifts, your outer present shifts with it. You start speaking with clarity. You stop apologizing. You no longer need to pad your offers with busy works or extras.
You stop trying to earn the price and instead. You embody it and people feel it. The right ones lean in. They trust you, not because you are the cheapest or the loudest, but because you are the most certain. That's the power of rewriting your internal script. It clears the noise. It calms the nervous system, and it creates a space for you to show up fully rooted in your volume.
Now that you know, this shift starts with, let's get practical. Let me show you exactly how to begin anchoring it into your new identity starting today. Now let's talk about the practical shifts to rewire your sales energy and command your price. So now that we've talked about where that pricing hesitation comes from and why it has nothing to do with your offer and everything to do with your inter script, [00:23:00] let's talk about.
What to actually do about it, because here's what I want you to understand. You don't need to fake it till you make it. You don't need to hype yourself up or push through your pitch with a smile that doesn't feel real. What you do need to do are anchoring practices that shift your internal. State, so when you speak your prize, your body believes it.
That is what is so invaluable because confidence isn't a trick. It's a nervous system signal, and you can train for it, which is super cool. Let me walk you through a few ways that I do this so you can start doing this now. One, stop selling the process. Start selling the possibilities. This is the fastest way to clean up that energetic drag in your pitch.
Most women I work with fall into the trap of explaining what they do, the steps, the features, the logistics, and while that feels helpful, it's. Usually a mass for pricing discomfort. When you lead with the process, it often becomes, you're hoping the clients will talk themselves into [00:24:00] seeing how much is included.
But high paying clients, they don't just buy the process. They buy the possibility they want to know. What's going to be different in my life? What will I have access to that I didn't before and who will I become? So the shift is this, rather than saying it's eight sessions over two months where we cover X, Y, Z, you say something like this, this offer is designed to.
Collapse the timeline between where you are now and the version of who you're already living. In this transformation, you'll walk away with X, Y, and Z, not just in knowledge, but in embodiment. This is where things finally start working with you. Notice a difference. It's not about what's included, it's about what's unlocked.
If this idea is resonating and you wanna go deeper, check out episode 19. I go all in on this shift and really how to talk to your potential client in the right way. [00:25:00] Okay? Number two. Practice saying your price until it's boring. One of the simplest tools I give my clients is this, say your price out loud every single day, not in your head, not in a mirror, using a weird, fake voice.
I mean clearly, confidently with a breath. Behind it and even better record yourself pitching to yourself. That's where the real magic is. Say it until the number feels natural. Say it until your body stops flinching. Say it until there's no emotional spike attached. Because that spike, that nervous system reaction isn't about the number. It's about what the number means to you. So the more you normalize saying it, the less resistance you'll feel when it's real. And when your energy is neutral, your clients feel safe.
And we want them to feel safe. They don't wanna feel sold to. They want to feel led. That's why recording yourself is so powerful. You get to watch the energetic shifts. You can hear where you sound unsure or [00:26:00] where you soften your voice to cushion the price, and just that awareness can start to recalibrate.
Everything. So remember when you're recording, you get to hear your tone. You get to see your body language, you get to feel the energy. Then we can start slowly tweaking it. That's the cool thing. That's the recalibration. The other option, which is the windy road, I'll be honest, is to just keep practicing in the real world.
Like every day, get a new client. Go out, talk to them, right? That's how this works. But honestly, I'm a fan of recording it. It speeds things up. three. Use anchoring statements that rewire your identity. This is where some subtle mindset rewiring comes in. Start replacing the what if they don't buy? Spiral with truce that actually serve you. Try these, this price reflects the result, not the hours. Say, my price clearly is an act of service.
The right people are waiting for me to own this. I don't have to [00:27:00] convince. I get to invite this number, calls in the right level of clients, and calls me into the next level of leadership. You don't need 20 sticky note affirmations all over your bathroom mirror. I promise. You need one or two sentences, that land that you can call up right before your pitch.
That's where identity starts to shift. Number four, get grounded in your why not your doubt. When you're in doubt, your brain will go hunting for proof, and most of that proof, it's rooted in fear. She didn't buy. I haven't hit my goal yet. Someone told me that was expensive. But when you reconnect to your why, you shift from fear-based logic to vision-based leadership.
Before a sales conversation or a pitch moment, I want you to pause and ask, why is this price the most loving price I could offer? Not the most justifiable, not the most discounted, the most loving. Because when a client pays a premium, they pay attention.
They show up [00:28:00] differently, they shift faster, they're more invested. And when. You undercharge, they under commit because you're giving them permission to treat your work like it's optional, and that's not giving, that's enabling. Number five. Remember, your offer doesn't need to be perfect. It needs to be positioned clearly.
A lot of entrepreneurs. Stall on raising their prices because they think they need to add more value. Did you see my like air quotes there? Right? Do you feel that? We always feel like we need to add more value to this, but value isn't measured by volume. It's measured by clarity. If your offer creates real transformation.
You can articulate that transformation clearly. I teach that in ECM. If you need help, that's value. If you have helped someone gain confidence, hit a revenue goal, heal a pattern, reconnect with themselves, that's value, like real value. You don't need to create a new model. You don't need to pile in five more bonuses. You just need to say [00:29:00] what it really does for people. Here's the bottom line. Confidence doesn't come from doing more. It comes from being clean. Clean identity, clean language, clean energy behind the pitch. That's how you command higher prices without sounding pushy.
That's how you shift from. I hope they say yes to. I already know this is aligned. That's how you go from undercharging to overworking to doing less and earning more, because every word, every price, every offer feels like truth. Okay, this has been a great episode. Let's bring it full circle. If you felt yourself nodding through this episode, if you've been shrinking at the moment of that pitch, the second guessing your price or padding your offers just to feel worth it, then you already know this isn't just about pricing.
This is about identity. This is about the inner script that's writing quietly in the background, shaping your energy, your confidence, and your income. The real work isn't about charging more, it's about becoming the version of you [00:30:00] who can say that number out loud.
With zero hesitation because it feels right. That's how you command premium prices. That's how you sell with ease. That's how you go from trying to scale to making another a hundred K without adding more to your plate. And that's exactly the work we do inside effortless recalibration. This isn't a course, it's not a content plan. It's a full recalibration of your business and your internal identity, so you can optimize what's already working, remove what's not, and build a business that feels light, but earns heavy it's for the woman who's already making money but knows she's still playing small.
The woman who's ready for her pricing, her presence, and her revenue. To finally match the power of what she delivers. Inside effortless recalibration, we do the deep work, the rewriting, the repositioning, the nervous system alignment, the messages that magnetize, the pricing that lands the system that sells.
And the result, you become undeniable to yourself and to [00:31:00] everyone you're meant to serve. So if you're ready to step into the version of you who doesn't flinch, doesn't shrink, and doesn't need to hustle for another dollar, effortless recalibration is your next move. Dm me the word recalibrate or head over to the show notes to learn more.
Either way, don't just listen to this episode and go back to doing things the old way. I. You didn't come this far just to manage your business. You came to lead it. Let's make sure it pays you accordingly. Thank you for joining me on the Effortless Closing Podcast.
If you haven't started enjoying my shorter training style content on YouTube, just head over there and check me out. Search for Christina Koki, or check the show notes on how to find me. I'll see you over there right now.
