It's Too Expensive

A prospect says your price is too expensive. The usual comeback, "What are you comparing it to?", can sound like a challenge and make people clam up. In this episode, Josh shares a calmer approach. Shift your intent from overcoming the objection to understanding where the buyer is coming from. Then pause and say, "I'm guessing you might be comparing this to what you're using or something else you've seen." And listen.