Transcript excerpt from a sales coaching video discussing how to handle common objections by probing discovery questions, uncovering emotional pain points (fear, money concerns), and using that intelligence to craft a more persuasive pitch. The speakers also discuss disclosing pricing and client involvement expectations.
Oh, it's too much money, or I'm scared or fear or whatever. Right. Like, every call ends in objections. It's very normal, but you have to go through that, like, discovery. So maybe recap some of the things you talked about in the first call, dig a little bit deeper into what maybe some of his revenue goals are, what he's been struggling with, how long that's been going on, how he feels about that. And you have to get to some of those emotional pain points, otherwise you're not going to have as much ammo when you deliver the pitch or the diagnosis.
If that makes sense. Got it. So this is where I feel like I kind of did things a little bit backwards because I kind of. Because he's. Like I said, I've worked with him quite a bit last year, so, like, I kind of did, like. Cause I kind of told him what the price was. Like this. Like, this is what, like, this looks like for three months. It's like 9K. And then whatever. Like, so I just. I did tell him that that's fine. And what. What he did say, though, which he's like, okay, well, how much involvement would I need? Like, you would. I'd love for you to just, like, take this over and stuff.
