Handling Price Objections and Creating Urgency

FOUR ACTIONABLE TAKEAWAYS

• Back Pocket Questions - Prepare multiple questions for your sales calls that you can pull out at any time. Use them if you get "stuck" at any point.
• Strategic Social Proof - instead of simply namedropping customers, use customer story examples that are relevant to how you’d envision your buyer using your service, ex. Having a similar use case.
• Make Discounting "Weird" - When you get hit with a price objection, your response needs to signal concern/confusion. You want to signal that this request is not biz as usual.
• Alternative Video Use Cases - Video isn’t just for prospecting. Use video for "pre-call context" + "post-call recaps" + "Exec Summaries"

PATH TO PRESIDENT’S CLUB

• Founder @ 30 Minutes to President’s Club
• Senior Account Executive @ Time by Ping
• Enterprise Account Executive @ SurePoint Technologies
• Account Executive @ Aderant

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