Eric Deeran explains how to prevent price objections by clarifying the cost of inaction during discovery. If they still object, chunk down to find out whether they doubt the value or can't afford it, then respond differently to each.
So this is a really good one as well. So how do you handle price objections? It depends on the price objection, but most price objections should be conquered in the discovery portion or checklist portion of the actual sales call. So this means when you're going through where they are, where they want to be, what the cost is associated with staying where they are, that's where a lot of the price and value objections should be diffused, not handled. If you do need to handle them. What I usually do is I chunk down. I say, okay, gotcha. It's it more of you don't see the value or you just don't have the money in the vault. Right. So we're trying to chunk down. Is it a value issue or is it they want to do it, but they can't do it because they can't afford it. Right. There's two separate things. And then depending on how they go on that route, I'll take a different path based on that, which I'll make another video on.
