Short transcript excerpt from a sales-advice YouTube video advising salespeople to avoid revealing or lowering price before a prospect is fully bought in. The speaker emphasizes diagnosing and alleviating the prospect's uncertainty (objection handling) first, then returning to confirm readiness before stating price.
If he's still having hesitancy about the process, telling him the price will only make it worse. Right. It's like, hey, how do you feel about it? I feel pretty good. It's like, that doesn't sound like you feel pretty good. What do you feel like maybe you're uncertain about? Oh, I don't know if this video is really going to help us. I have to alleviate that uncertainty first, and then I go back into, okay, how do you feel? I feel good. Here's the price. Right? You just don't want to drop that price until they feel like they're 100% ready to go. Otherwise, you're just fighting an uphill battle at that point.
