An 8-figure CEO shares a 45-second technique for handling price objections: ask prospects what happens if they don't solve the problem in 5-10 weeks, then reframe their decision around future outcomes they want. The cost of inaction creates urgency and moves them toward yes.
So first things first, we got to define it. He did have the funding available. Would this be the answer for you? Okay, do you mind telling me why? Now you're going to keep getting the resistance, and that's where you're going to start to figure out, I think this is a fear-based objection because this guy is just like, everything's lining up, he wants to do it, the money's there, there's something stopping them. And that's when you need to go into cost of inaction. What happens if you don't fix this in the next 5, 6, 7, 8, 10 weeks? Like, what happens then? And then it's just going back through a reframe. So everyone makes decisions based off their worldview and the perspective they have right now. And so the really hard thing is, and the thing that takes a lot of courage, is to start making decisions based off where you want to be, because the only way you get there is by being there. What do you need to do so that when you go to bed tonight, you know that you're in the best possible position to get the outcomes that you want? That's how you handle a fear-based objection.
