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Objection: "The price is too high."

It's critical to hold yourself back in justifying the price.


I used to turn it onto the prospect by remaining quiet for a few seconds in response, so that through my silence they would feel compelled to speak, leading to their justification.


Another response I used to exercise was that of surprise & confusion (in your tone) that the price would even be questioned...on the basis that a solid business case had been built and clear value demonstrated.



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