Handling Price Objections

Introduction

A short chat with your coach about this goal, before the teaching starts.

Categorizing Stated Price Objections

Categorizing prospect objections into distinct root-cause categories (cash flow, perceived value, competitive alternatives, or timing) across ten recorded sales call transcripts against an established qualification rubric.

Calculating Customer ROI Metrics

Building a quantitative value justification model that calculates net payback periods and estimated cost of inaction using baseline customer metrics and industry-standard benchmark parameters.

Reframing Budget Defense Questions

Drafting structured open-ended discovery prompts that steer conversations from raw software cost back to specific business impact metrics and diagnostic pain points on five case-study scenarios.

Executing Value-Anchoring Role-Plays

Delivering a live or recorded five-minute simulated negotiation response to an aggressive discount demand by anchoring on delivered scope, trade-offs, and payment restructuring without conceding list price.