A salesperson handles a "price is too much" objection by showing the prospect loses $4,000 monthly in unhandled calls, then offers a risk-reversal guarantee: 20 appointments in 30 days or the prospect pays nothing. Coach Christian Polk notes the rep closed the deal but sometimes bulldozed instead of diagnosing whether the real issue was cash flow or value.
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So it's $5,000 for the one-time setup fee and then $500 every month for support and maintenance.
$5,500. Just fucking broke prices.
Oh yeah. Okay. I'm going to be straight up honest with you. The pricing is just too much.
Let me ask, what is the pricing?
And this is the issue selling to broke people. The price is always too much.
Too much compared to—
it's not even a question about comparing it. It's more of like, I don't know if we can invest $5,000 into this right now.
Okay, so it sounds like a money logistical objection. Let's see how he handles it.
Okay, I understand. Is it timing? Is that the issue? Like, yes. Okay, Hans, that's interesting because in the beginning of this conversation when I was asking you all those questions, you told me that you guys are getting around 50 to 60 calls every month. 20 of them are missed. Average appointment is like worth $200. So if all of those calls were picked up and all of them booked, you could have made an extra $4,000 that month. So you missed out on $4,000 because no one picked up, right? So you're telling me that you're open to losing $4,000 every month instead of investing $5K one time and then make an extra $4,000 every month?
Now here's the thing, like I've seen the results of your clients. I've seen all of that. I don't know if it's gonna work for us. Like I want to be sure.
Yeah, I get that. I completely get that.
Now before you go into all these reframes, you have to understand, is it that he literally physically doesn't have the cash or is it more just like a value objection? You're going to handle that totally different. He's just kind of plowing forward, right?
That's why we offer the guarantee we have as well, right? Which is 20 appointments within the first 30 days. If not, you don't pay.
Okay, I see. That makes sense. That makes me actually more sure of this. Is it possible to do a split payment of $25,000?
Okay, so then it was he didn't have the cash up front, right? So we did handle that a little bit differently. Overall, what he did well there is just keeping calm, not going over the top or anything along those lines. I think where he missed the mark a bit is he just kind of bulldozed over him. And with some prospects, that will work. With the brokies, that will work. But when you're dealing with more sophisticated people and you're charging more sophisticated prices, that's not going to slide. But seems like he got the sale, so can't complain about that. So high fives all around.
