From the course: Consulting Foundations: Client Management and Relationships
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Overcoming objections
From the course: Consulting Foundations: Client Management and Relationships
Overcoming objections
- It's too expensive. We don't have time. We're going in another direction. These are all objections, and they all translate to, mm, no. (laughs) Well, I wanna show you how to overcome these objections and close the deal without making your client feel like they've been manipulated. Price is the biggest objection. And it's kinda funny, because people will talk to you all day about just how dire the problem is, but then they resist spending money to solve it. Nine times out of 10 when a buyer says price, it's not price. Companies spend money all the time, but at this moment they are choosing not to spend it on you because they don't see the value in what you're offering. This is where a value story comes in, a crystal clear picture of what solving the problem looks like, what the expanded offering, the growth strategy, whatever it is you're selling looks like in action. So you wanna paint a picture for your buyer of their world after you help them. What metrics will be improved? How…
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