Episode Details

For salespeople: why 'it's too expensive' is rarely about price, and how to respond with value and honesty instead of caving on every discount.

In this episode:
• Most price objections are really value or trust objections in disguise.
• Acknowledge, ask, then re-frame around value rather than instantly dropping price.
• Protect your margin and your integrity — discounting reflexively trains customers to distrust your first number.