Short reaction/coaching clip (YouTube) by Christian Polk capturing a sales interaction where a prospect rejects a $7,000 offer. The coach analyzes the exchange and explains tactics for handling a price objection: isolate the objection, shift focus from price to results, and "level the playing field" to get clearer answers.
I'll be honest with you, I really don't want to work with you. And for all of that, it's just 7K.
That's a lot. I mean, the main thing for me though is if money were 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. Basically. 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 or 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 I'm at. 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.
