Convince a Skeptical Customer
A prospect thinks your solution is too expensive and isn't convinced of its value.
Who you face
James Okafor
Head of Operations
Skeptical, price-focused.
“Honestly, I've looked at your pricing and I'm not sure it's worth it for us.”
The opening line is fixed. Everything after it depends on what you say.
What you have to get done
- 1Understand the objection
- 2Communicate value clearly
- 3Gain commitment
An objective counts only when a judge can quote the line where you hit it. Nothing is credited on impression.
Read first
How to sell to a buyer who has been burned before
Cynical buyers are not closed. They are carrying a specific bad memory, and the pitch that ignores it confirms it.
Why your pitch dies at the objection
The price objection is almost never about price. Sellers who defend the number first lose the room before they find out what it was about.
The rest of this Path