Make Money by Overcoming Price Objections (ft. Chris Voss)

Sep 21, 2025

Discover how to tackle the price objection like a pro! Learn from Chris Voss’s insights on uncovering the real reasons behind client hesitations. Find out why cutting prices is often counterproductive and how to build value instead. Hear a compelling story about closing deals at three times the price of competitors without compromising. Embrace objections as opportunities for deeper conversations and confidence in your service. Maximize delivery to make your prices feel like a steal!

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ADVICE

Answer Price Pressure With Service

If there's price pressure, fix service and implementation rather than cutting price.
Ask questions to uncover the real problem instead of lowering your fee.

ADVICE

Avoid Cutting Price

Do not cut price when prospects haggle; address underlying trust or delivery issues.
Over-deliver value so your price becomes a bargain in perception and outcome.

ADVICE

Use Free Value To Build Trust

Create high-quality free content early to prove value and build trust before an ask.
Use free over-delivery to make paying for premium services an easy next step.

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On this solo episode, Travis breaks down the right (and wrong) way to handle the dreaded “your price is too expensive” objection—featuring FBI negotiator Chris Voss’s real-world advice alongside Travis’s own experience selling high-ticket podcasting services. If skipping straight to discounts has ever cost you a deal or margin, this episode gives you battle-tested scripts and the mindset needed to sell with confidence and preserve premium pricing.

On this episode we talk about:

Chris Voss’s formula for uncovering the real reasons behind price objections
Why you should almost never cut your price—and what to say instead
When customer “pushback” is just a complaint (not an objection)
How to build so much value with overdelivery that price is a non-issue
Travis’s personal client example of winning deals at 3X the competitor’s price—without haggling

Top 3 Takeaways

1. Isolate price resistance—ask clarifying questions to uncover if the concern is real, or just noise.
2. Lead with empathy, then confidently explain the real value—don’t counter “expensive” with discounts or apologies.
3. High-value service earns high prices—overdeliver, believe in your offer, and treat objections as opportunities for better conversations (not price cuts).

Notable Quotes

“If there’s price pressure, the answer is better service—not a discount.” (Chris Voss)
“Objections aren’t always real. Treat it like a complaint until it becomes genuine.”
“Be confident: If you overdeliver, whatever you’re charging is a bargain.”

Connect with Chris Voss:

LinkedIn: Chris Voss
Book: Never Split the Difference

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