“Price too high”/ “Fee too expensive” Objection Unpacked

in this video you’re going to learn how to overcome objections without getting into an argument and what do I mean by that so in the typical scenario of an initial consultation or a sales appointment you have the prospect and the salesperson will set up service provider whatever you want to call it so I’ll just label S&P; okay just so you get it so you have this dynamic occur where the salesperson tries to make an advance and say okay are we ready to move forward here and then prospect resists and throws an objection and says no and let’s suppose they say it’s too expensive which is like a super typical objection that you’ll hear like eighteen ninety percent of the time and really it’s kind of symptomatic of something that the salesperson has not done in in previous stages so normally typically if you look at this as a time line you hear like normally the objection objection handling phases towards the end but really it’s symptomatic of things that didn’t happen here and here and here so anyways we’ll get that we’ll get into that stuff in another video but essentially your prospect says it’s too expensive and so the typical amateur response that ends up in an argument is basically the salesperson getting really defensive and saying it’s not too expensive so what what ends up happening is the prospect retreats to their position the salesperson retreats to their position and there’s no agreement so that’s how it works so so prospect says it’s prospect says it’s too expensive salesperson says it’s not too expensive and then they to come up with reasons to prove to the prospect that it’s not too expensive and they say things like well lots of other people bought it at this price therefore it’s not expensive and the prospects thinking I don’t care about the other people it is too expensive so that’s so essentially all that happens is with this kind of dynamic happening you will never come to an agreement and all that what happened is the salesperson will pack up their belongings and leave and so will the prospect and the post that will probably go and tell everyone they know how company ABC is a sleazy slimy company and no one should ever invite them for an initial free consultation that’s how this works so here’s what to do instead instead of you getting into an argument what you want to be doing is opening it up for discussion because really a statement like this it’s too expensive is it’s too vague in order for you to really understand what how they’ve made up that judgment how did they how did they come up with that calculation so so what you want to be doing instead of saying no no no it’s not too expensive you want to ask a question so you can ask a question like okay I’m interested to know how you arrived at that conclusion tell me more so really you want more info tell me more yeah so I just say tell me more you’re just finding out at this stage like what’s on their mind what why how did they arrive at that conclusion so they’ll tell they may say something like well honestly I had a budget in mind of a thousand to solve this problem and your solution is five thousand so so basically it is too expensive and excellent now you’ve got more information but they’re actually right if they had budgeted for a thousand and yours is five thousand for the exact same thing so if it’s an apples-to-apples comparison they are right your solution is too expensive and your job is not to prove to them that it’s not expensive this is to actually get them seeing your solution and positioning your solution in a way that justifies that kind of investment so essentially what you want to be doing is asking another question tell me more about how you arrived at a thousand how did you come up with that number like where did you how did you find out that it was possible to solve your problem for a thousand and so now they’re gonna probably say something additional about how that even how they even came up with that conclusion so they’ll probably say well I invited a few other companies around or I spoke with X Y and Zed and I realized that a lot of others were charging this much and so that’s how I arrived at that conclusion so yeah I mean it’s it’s around that ballpark of thousands I can get that problem sold for about a thousand so so now you’ve actually arrived at a much more refined and specific place what you want to be doing again is not trying to say well yeah but they’re not gonna they’re not gonna they’re not gonna do what we can do they’re not gonna what you want to be doing is getting even further clip what specific insane okay I understand that you’ve called up X Y Zed company and you’ve arrived at the conclusion that you can solve this problem for that much money but have you considered that what you’re actually looking to achieve so this is the goal that they told you that they’re looking to achieve have you considered that would the goal that you’re looking to achieve are the solutions available that you’ve discovered did they include this did they include this did they include this and you remember how you were saying earlier in the conversation that this was very important to you this was very important to you this was very important to you I’m more important than all of that is can you see how these are going to ultimately help you reach your goal so this is this is a much easier way of allowing the sale to happen and getting them to reach the conclusion that the fee that you’re charging is worthwhile based on the things that you’ve included for them that will help them reach their goal because ultimately that is what they will pay the biggest money for if it’s an empowering and inspiring goal that they have so this is a lot easier to to follow this this this this path of tell me more tell me more is a lot easier to follow and will result in more sales if you follow it like this as opposed to getting into arguments so that’s what I’ve got for you today if you’d like additional help guidance support and training on getting as much as 80% conversion rates on your initial and free consultations go ahead and head over to this URL there is an awesome training I put together that probably some of the best material that I’ve put together to help you achieve up to hsn– conversion rates upon your initial and free consultations without arguing or being salesy all right that’s what I’ve got for you today take care and see you in the next video

Did you like this video? Want to learn my biggest lessons after hundreds of hours of research and trial and error to overcome “I need to think about it” for yourself and prospects so you can sign up more clients in your business?

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Go to this link now to get immediate access: https://www.hakanibrahim.com/freetraining

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— Hakan

“The thing I offer is a really hard-sell”

Have you ever had that thought before?

The people you speak with just don’t “see” how your service is worth the investment.

And you find it really hard to convince them they need it, because they’re getting on fine without you.

So what to do when no-one you speak to seems to share YOUR level of enthusiasm for what you do?

Here’s a quick tip:

First, understand why people buy.

It’s not because they want to own the “thing”.

(Services aren’t even tangible so that was never going to be valid anyway.)

It’s because they want to solve a problem and achieve a certain outcome.

There’s so much relief in knowing this because,

You no longer have to spend your days arguing or convincing to earn a living.

All you need to do is demonstrate how your service solves their problems,

It’s really as simple as that.

When you make this change, you’ll quickly see how previous “hard-sells” become “easy yesses”.

If this makes sense “intellectually”, but you feel like you need help putting it into practice and making it all work,

you should check out the 13+ training videos I’ve recorded, detailing exactly how to do it, step by step.

Read More »

Does this ever happen to you when starting your day?

You take a look at your calendar to see what’s happening today,

But disappointingly, all you see is white space.

So that repeating thought comes up in your mind again:

“What the heck am I supposed to be doing to get more business?”

So what do you do about it?

You turn to Google for answers, and here’s what you find:

On the surface this seems like really great stuff:

“Wow, look at all the ways I could get clients!”

But if you’ve ever read articles like this and tried following this advice, you’ll soon realize this:

There’s no way any sane person could do all of this stuff.

Not only will you totally exhaust yourself trying to manage all these different ways, but it’s also really ineffective.


Aside from the fact that many of these ways won’t work for your type of business,

It’s much better to do one thing well, than to dip your toes into 20 different things.

Think of it like this:

You’ll get a lot further by going 20 miles in 1 direction, than 1 mile in 20 directions, make sense?

That’s the reason I first take stock of the strengths and weaknesses of each client, before strategizing any kind of client-acquisition activity.

I’m very careful not to set them up for failure by giving them a strategy that they simply won’t be able to manage.

No doubt, they’ll get access to exceptional sales and marketing training and advice by working with me, but none of it will be of any use if it’s not something they could run with.

I’ll give you an example:

One of my clients is absolutely smashing it on Youtube – he’s literally generated over 500+ consultations since Jan, and filled his premium programs from a channel of only 2k subscribers.

Do I recommend he goes on Instagram?

No! That would be terrible advice.

Why should he, when he’s doing so well on this platform?

That’s why it’s important to plan your activity carefully and avoid generic advice.

It’s all about assessing what you’re good at, and where your very real limitations are.

So if you read this far, can relate to these struggles and feel like you need help figuring out what you should be doing each day to get clients and grow your business.

Read More »

Is this more important than being KLT’d?

You’ve probably heard of KLT?

Short for “know, like and trust”.

Many Marketers swear by it.

It’s said your prospects should feel this way about you in order to buy.

And while there’s no denying how important it is to be seen in this regard,

They are not prerequisites for making sales like a lot of people say they are.

Here’s a simple litmus test:

How many of the hundreds, if not thousands of people in your network that you KLT, have you ever bought something from?

A handful, maybe a little more or less? How so?

Sometimes you may even choose to buy from someone that isn’t so close to home.

For example, you might want to avoid risking a relationship due to the product/service failing to meet your standards.

The point is not to get distracted from what actually makes people buy, due to a myopic focus on getting KLT’d.

The priority should be to solve the right problems; if you can do that, people will buy.

KLT will give you the edge when a prospect is deciding between almost-identical options.

In that case, of course, it’s easier to go with the provider that they most connect with.

But not without first ensuring the problem and solutions match.

Read More »

How To Turn up to 80% of Free Consultations Into Sales the Easy, Natural & Authentic Way Discover how you could walk away with up to 4 clients for every 5 appointments with this video

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