Do you know what “deal vibes” are?
Every time the prospect asks for a concession (change the appointment day, change the meeting time, allow for interruptions in the meeting, change meeting duration, allow others to participate, etc., etc.) you’re giving off “deal vibes.” So, naturally, when it comes time to cite a fee, the client wants a reduction with no changes in the value you provide. The buyer knows you’ll always concede.
The problem here is you, not the buyer. Stop acting desperate for business or like a sycophant, and granting every request. Practice this: “Sorry, I can’t make that new day, let me suggest three I can make,” or, “The meeting has to be between only the two of us, but I’m happy to involve your people later after you make the strategic decision to move forward.”