Grant Cardone explains a sales tactic: when a prospect says the price is too high, agree with them instead of pushing back. This lowers their defenses and lets you work together on a solution, as shown in a Boca deal example.
Every time you hear an objection, agree with people. Don't disagree with them. Don't handle it. Agree with it. I'm telling the guys how much you want for your Boca deal. I said, I need 17 million for it. He's like, it's too much money. I said, dude, I know it's too much money. It's all ridiculous, bro.
Anytime you get any sort of objection from any sort of client, you always want to agree because what you do is you sit on the same side of the table as them, right? If you immediately go into handling it or disagreeing with them, then what happens is they put up their guard. Whereas if you can get on the same side, like, dude, I know it's ridiculous, right? I know it's a lot of money. Well, then you can kind of work with them to find a solution.
