Christian Polk shows how to handle price objections by reframing the conversation away from cost. When a prospect says $7,000 is too much, ask what it means compared to their goals, or whether they'd want it if money weren't an issue. Shift focus to the results they expect, not the price tag.
I'll be honest with you, I really don't want to work with you. And for all of that, it's just $7K.
Oof. It's a lot. I mean, the main thing for me, though, is if money weren't in the equation, everything that we went over, do you feel like that could actually help you?
So it's good that he's isolating the objection. But when somebody says it's a lot, we either need to clarify or just level the playing field. So if you drop the price and somebody says, oh, it's a lot, the very first thing I'm always going to say, because again, I want to start to shift them from price-based thinking to to results-based thinking, right? The very first thing I'm going to do is I'm going to shift, right? I'm going to shift the way that they're talking. Well, you say it's a lot, I guess, like a lot compared to what? Compared to your goals and what you're looking to make? Of course not, man. Right. So like, let's just talk about what's actually important because if we just put money aside for a sec, because we could definitely talk about the money, is this something you would actually do? But that leveling the playing field is going to make it to where moving forward you're going to get better answers. So that's why don't just skip ahead and just skip steps.
