When a prospect says something is expensive, don't discount it. Instead, connect the price to what they lose without it: energy, confidence, health. The speaker separates money objections from trust objections and shows how to hold your price by sharpening the conversation around real consequences.
Chapters
They said it was expensive so I gave them a discount. You didn't lower your price, you actually lowered your authority. I just wanted to help them starve. Discounts don't solve the objections. It devalues your service. So what do I say? If they say it's expensive, it's not a price problem, it's a value gap. You didn't connect the price to the consequence of them not getting started with you. So can I ask, if you don't fix this now, how much will it cost in energy, confidence and health? Now you've made the real cost visible. Well done. Is it the investment or are you unsure if it'll work for you? It's money. Solve the money. Money objection. If it's trust, build more trust but never discount. So hold price and sharpen the conversation. Common objections if you want to force that process on how to handle the price objection.