What does it sound like?
“It’s too expensive!”
Where does it typically tend to show up?
Closing Call: selling an Approval to a prospect.
What do we do with it?
Turn around. Key Objective: to turn around the objection, engage the prospect further, and continue to guide through the sales process to ultimately close and fund!
How do we turn it around?
“Too expensive?” (Shut up and wait 3-5 seconds.)
Wait! How can asking this one question turn this whole objection around?