Get a small commitment first, before you ask for money. Ask the prospect to promise time or effort toward solving their problem. Once they say yes to that, the price conversation feels natural and they're more likely to buy.
Before I would do the hard close, which is closing them on the commitment of price, I would do a soft close, closing them on the commitment of anything other than price. So we let them bite off a little bit before we give them the whole cookie. You can use anything. I like to use time. Do you think that you right now are in a spot in order to commit X amount of time, X amount of days, X amount of energy in order to solving this problem? Yeah, I can commit this time. I can show up to the calls. If I want to get this result, I need to show up to these time or calls or whatever. Let's talk about how to help get you there then. Now I commit them to the price. When you find the segue, everything just becomes logical. You no longer feel afraid of the close. You actually get like, now here's how we're going to solve it.
