Handle price objections calmly

Marcus Chan provides a smarter approach for handling price comparison objections during sales conversations.

Avoid triggering resistance by addressing the objection strategically and uncovering the buyer’s priorities.

Here’s how:

1. Pause before responding
   Stay calm and don’t rush to defend your price or position.

2. Acknowledge their desire to compare
   ↳ Say: "Absolutely, I want you to compare to make the best decision for your business."
   ↳ Follow with: "Out of everyone you’ve met with so far, price aside, who stood out the most?"

3. Listen carefully
   Let the prospect share what matters most to them.

4. Handle “It’ll come down to price” calmly
   If they say all options seem equal and it’s about price, respond:

   ↳ "Got it—that’s good to hear. If pricing is similar, how would you decide?"

5. Focus on their priorities
   When they reveal their key decision criteria, show why your solution is the best fit in that specific area.

This method reduces resistance, encourages prospects to share insights, and helps position your offering as the best choice based on what they value most.

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Stay top of mind for the future

Andrés Nájera explains how to handle prospects who already have a vendor. Instead of seeing it as a roadblock, use it as an opportunity to understand their needs and identify gaps. Here’s how:

• Acknowledge their current vendor
  Respond by showing interest in their existing setup.

   

  Example: "It’s great to know you’re covered. May I ask what they do really well and what you’d like them to improve?"

• Spot gaps in their current provider
  Listen for pain points like pricing issues, bad experiences, or missing features.

• Ask about contracts
  Find out if they are locked into a long-term agreement or if there’s flexibility.

• Focus on starting a conversation
  Don’t rush to convince them to switch vendors. Learn their situation and build trust.

• Identify a good fit
  If you find areas where you can outperform their current provider, ask relevant follow-up questions and set an appointment.

• Stay top of mind
  If the timing isn’t right, create strategies to remain memorable for future opportunities.

Rejection is feedback, not failure

Patrick William Joyce offers practical ways to improve cold calling. It focuses on adapting, learning, and using buyer insights to succeed.

Here’s how to approach cold calling effectively:

1. Embrace rejection
   Rejection isn’t failure; it’s feedback. Use it to understand buyers better, sharpen your responses, and become more flexible in conversations.

2. Learn from objections
   Each "no" teaches you more about your buyer’s mindset. Focus on gaining insights, even when a call doesn’t convert.

3. Confirm buyer pain points
   When a call goes well, ask prospects to confirm their pain points in their own words.

   Use questions like:

   • "For my notes, what are the 1-2 biggest reasons you decided to take this call?"

     Restate and confirm what they say.

4. Reuse buyer language
   Incorporate your prospect’s language into future calls, emails, and LinkedIn voice notes. Reference what other buyers say to build credibility and connection.

5. Study conversations
   Listen to recorded sales calls—yours and others’. Understand buyer perspectives and practice putting yourself in their shoes.

6. Cold calling mindset
   Cold calling is tough, but the best cold callers adapt. See it as building strength and skills, even when it feels like "eating broken glass."

7. Lighten the mood
   Use humor to break the ice. A sample opener:

   • "This is Patrick from Levelup—this is a cold call. I’m sure you hate taking them, but not as much as I hate making them."

     
     A laugh means you’ve got their attention.

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