Do you have a touchy piece of feedback to give? Are you about to ask for something big that you are little nervous about asking for? Is there an important deal you want to close? Coming right out and saying what you have to say without a ton of unnecessary drama creates fewer issues and objections.

I have been coaching for over 21 years. This means, among other things, that I have raised my prices several times to reflect my increasing skills, wisdom, economic impact, track record and experience solving ever complicated problems.

When I feel in my bones that it's time, I pick my new price and then launch it the next time I meet a new prospect, eventually catching up my longstanding clients so everyone is level with each other. The first pitch at the new price is always nerve wracking but it get's easier with each one.

Difficult conversions can be awkward and scary.

On one occasion, after I decided it was time for a fee increase, I delivered a flawless sample session to a high-flying entrepreneur who clearly had the means to engage me. He was very excited about how it was going the whole time and I was very carefully avoiding the subject of money until right at the end, when I could no longer put it off. I asked him how he enjoyed the session and he said, "this is great, I'm in" (like he really just needed the amount to fill out a check for). So I said, "we need to talk about the business arrangement".

And then the new number got caught in my throat as I tried to choke it out. I broke off eye contact as I had a tough time looking him directly and I got super flush as blood filled my face and I got super red. "Well, I'll have to think abut it then." I never heard from him again.

It's easy to make something hard to say sound even worse.

In short order I managed to feel much better about the new price and got over it. I just got to the point where I just said it calmly in a matter-of-fact way without a lot of fan fare. And without a lot of need for the other person to react to it. I just let the offer speak for itself and if the person had a question, I'd answer it in the same unassuming way. I generally give feedback and direction in the same, uninflamed way.

It's just information, take it for what it's worth.

A big part of any communication is tone and I do much better if I don't manufacture a great deal of gratuitous stress by coming from fear and self doubt. To indeed be a god! Just say it!