Short YouTube transcript excerpt containing a sales-coaching role-play where a prospect (Speaker A) objects to a high price and the coach/seller (Speaker B) reframes the cost as an investment in a larger outcome, encouraging moving outside the comfort zone and focusing on future benefits rather than upfront sticker shock.
I'm going to say that I am not comfortable hearing a number for the first time. That's thousands of dollars and then that money.
So it's not supposed to be comfortable. That's something we can just tell them or we can ask them. So you being able to retire in five years and get all these things in place when we haven't done it before, ultimately, is this supposed to be comfortable? Like, no. Well, why not? Who do you know who grows inside their comfort zone? So, and I understand, like, right now you're saying, like, hey, like, that's a bigger number than what you've seen before. And, like, I can appreciate that, but we're already also looking for a bigger outcome than we've ever gotten before. Like, would you agree with.
That?
It's like, oh, yeah. So is it fair to say if we want something we've never gotten before, we have to do something we've never done before and actually focus on what we can get out of that investment rather than just what we put down? Because otherwise, I'm not sure how much we could help. I'm going to be a little bit more, like, not down their throat, a little bit more. Just like, hey, like, if we can't even look at the act, this is an investment. Like, how can we help you? So it allows them to actually take in the information.
