How To Overcome The 'Can you give me a Cheaper Price' Objection

how many times do you have a prospect that says hey can you can you give me a cheaper price and then you start giving them a cheaper price and then they still don't end up buying if that's you type in me in the chat so if you ever have a prospect have you ever had a prospect let's just say this you ever have a prospect that said hey can you give me a cheaper price and then you start giving them a cheaper price and they still don't buy or you do give them a cheaper price

and they end up buying but your commissions go down because you sold it for cheaper or let's say that your boss gets upset at you because well they're not as profitable because you're selling everything for a lot cheaper okay so if that's you I want you to type me in the chat because what I'm going to show you today is first how to find out what's behind them asking that question number two are they really let's say if they said a competitor is doing it for cheaper do they really have they really looked at that

or are they just trying to make that up for you to come down and number three how do you resp Bond where you don't trigger sales resistance but at the same time you don't have to lower your prices okay so type in me if that's something you want to learn today over the next 10 15 20 minutes type in me if that's you the first thing you need to do is you actually need to find out what's behind them asking for a cheaper price okay because here's what happens right the prospect says hey can you

give it to me for a cheaper price and what do you do you immediately go and you start negotiating down for a cheap cheaper price or you just say well why do you need a cheaper price okay you need to clarify and find out what that actually means all right so what you want to do is you want to start to answer that question you don't ignore it you want to start to answer the question and then pivot right in the middle of that question and I'm going to show you how to uh re what

we call Loop and you're going to ask a clarifying question so you're going to start to ask the question okay and then you're going to loop back around and ask what's called an any PQ clarifying question so they say hey can you give me a cheaper price because right now you don't know why they're asking did a competitor offer it for cheaper did the maybe the company they're using now uh is their price cheaper than what you're offering them for uh do they need it cheaper because they have a budget problem there's so many different

reasons why they're asking you this question or they could just be trying to negotiate with you how many times have you uh been really really interested in what a salesperson was offering you really wanted to buy it and then you made up a story to the them like hey uh you know U Can I get a cheaper price because I can find it cheaper somewhere else but then you you never really looked for it anywhere else you just made that up you're guilty I know right okay I want to show you to do this all

right so you're going to start to answer you say well it depends now you must have asked me that for a reason though so notice I start to answer it okay you don't want to just say you must have asked me that for a reason or you don't want to say well why did you ask well I just want to know can you give me a cheaper price so you want to start off with answering it and then you're going to transition and ask a clarifying question you're looping back around okay see what I'm doing

there well it it it depends now you you must have asked me that for a reason see how I did that I start to answer it now I'm neutral here I'm not saying yes and I'm not saying no you see the difference there well it depends now you must have asked me that for a reason though or I could simply say this I could say well it depends now you must have asked me for reason I like what's what's going on okay see that concern tone I can also add this in at the end if

I want to now it's important you use a concern tone here okay remember write this down if you're one of our clients you you're already starting to master your tonality with a curious tone compared to a confused tone compared to a challenging tone compared to a concerned tone a tone that shows empathy compared to a playful tone okay we teach all the subcategories of those tones in our in our training programs for clients okay but you you have to use a concern tone here a tone that shows empathy well I mean it depends now you

must have asked me that for a reason what's what's going on but what if I did it like this well I mean it depends you must be asking that for a reason like what's going on man see you might get a prospect that gets defensive from that tone okay so I want to ask like a concern tone here and I want to lower my voice now type in me if you've ever watched uh you know wolf on Wall Street with Leonardo dicapro type in me if you've ever watched that movie before there's a reason why

I'm asking you if you watched it okay now you know hey there's a lot of vulgar cuss wordss in it that might be your thing it might not be your thing I'm not talking about the story behind it I'm talking about I want you to watch Leonardo DiCaprio's tonality when he's talking to prospects on the phone and there's there's a scene in there where he leans in I just did a real about it he leans in and he said John something important just came across my desk and notice his voice went down now if you

want to master the concern tone you've got to be able to lean down because it softens your voice okay if you don't lean down it's very hard for you to have a concerned Tone If you're standing up straight or if you're sitting in a chair straight so anytime you want to use a concerned tone you lean in like this and it causes your vocal cords to contract a little bit and your tone will soften try leaning like this and yelling it's really harder to do okay so that is a good way to like adjust your

tone does that make sense what we're doing there okay now let's say the prospect comes back now this first example I'm showing you is strictly generic and then I picked out like five or six different industry specific examples and I'm going to show you those industry specific examples so you can write it out for what you sell okay now Prospect well yeah the reason why I'm asking you is XYZ company they offered the same thing for like eight you know 10% less let's say that's what they said yeah we talked with the XYZ company they

said it would be 10% less for the same service or the same product or whatever okay now the first thing that you need to do is you need to find out specifically what they were offered so if that's what the prospect says if that's why they said they want a cheaper price you need to find out was it the same thing they were offered because it could have been let's say if you sold Windows right home improvement that's a huge industry retraining and let's say they come back and say well can you give me these

windows for cheaper and you want to find out what specifically what type of Windows do they offer and they come back with a different window type that you know is not going to last very long and they're going to end up replacing it in half the time of your windows they're being offered something different not the same thing for the same price so you always have to specify that oh what what specifically did they offer you so you always want to find that out if that's why they ask for a cheaper price okay you always

want to find out oh what specifically did they ask you what if the prospect says well I'm not I'm not really sure I I I thought it was well if you really thought about it what did they offer you so anytime I'll just give you a little thing here anytime a prosp you ask a question the prospect says I'm not sure just lean in and do like this put your hand on your should say well if if you really thought about it and you'll notice their head will go like this or like this and they'll

start thinking about it it's just a way to uh basically to train their brain to think about the question you're asking you're kind of causing their brain to think about it okay now like I said here how many times have you asked a salesperson that you were really interested in buying something from and you asked them to get a cheaper price and they said why and you said the XYZ competitor offered you something for cheaper and you never even talked to any that company you didn't even talk to other competitors you just made it up

you just made it up okay don't do that all right so you can't fall for that trap because a lot of your prospects are doing the same thing to you okay so you got to find out if they really did talk to that company or not okay so what you do let's say if they're like uh I talked with XYZ company yeah yeah XYZ I mean they're they're fairly decent I mean it really just depends on like the result you're looking for I mean is is is the price the most important thing to you like

the cheapest thing or getting XYZ result okay now that's a generic frame that I just showed you okay so write this down this is called an neq comparative frame write this down if you're on IG or or if you're on the IG phone here if you're on my desktop and the Facebook group sales Revolution write down any PQ comparative frame now if you're in our Advanced cner Circle program uh which I know a lot of you are here here on both channels uh we teach you all those frames for all those different Industries so you

already know all these okay but if you're not if you're not a client yet which what the hell are you doing not being a client you don't want to sell more write down any PQ comparative frame always always always giving you guys a hard time okay all right so I can say so is the is the cheapest price the most important thing to you or getting XYZ result see I even want to put here cheapest because what does that sound like so is the cheapest price the most important thing to you or actually getting XYZ

result okay now what did my facial expression just communicate here so is the cheapest price the most important thing to you are getting XYZ result when I say cheapest price I want to make that sound what like it's bad like it's a negative thing it's not good to buy the thing just because it's the cheapest right see how I'm because what if I did it this way so is the cheapest price the most important thing to you or getting XYZ resulted well it's probably a little bit of both that's what you're going to get so

write this down your facial expressions are the remote control to your tone your facial expressions are the remote control to your tone are you with me on that okay try having a confused tone with the straight face you can't do that it's one of the first things they actually train you in acting school is how to use your facial expressions to elicit different emotional drivers in the viewer in the audience's brain to keep them watching the show is that something you want to learn as a salesperson probably if you want to sell a lot more

than you are now I don't care if you're already the top person in your company you want to do double or triple you have to learn your tonality and your body language you have to learn Advanced body language and tonality skills even if you're on the phone you have to be able to use these same facial expressions even if they can't see you because it affects your what it affects your voice your tone okay very very important so if you're just sitting there in a chair the whole time so is price the most important thing

to you or getting XYZ result H they're both important now watch it so is the cheapest price the most important thing to you or actually getting XYZ result see notice at the end XYZ result sounds positive see I shifted my tone watch again some you're not getting I love you so is the cheapest price the most important thing to you or getting XYZ result notice how my tone shifts to more of a positive like this is really good thing when I go over XYZ result but it's a negative thing when cheapest price see how I'm

controlling different emotions by changing my tone and my facial expressions on that comparative frame is that making sense to you okay all right now let's talk about uh marketing let's Okay I'm going to give you like six or seven different Industries okay uh type in me if you sell for marketing agencies this is a big industry we train in as well now I can assure you we already trained your industry uh how many Industries are there in the world according to Forbes Magazine just came out a couple weeks ago there's 163 Industries crazy now there

are subcategories of each one so let's say if you sold uh Home Improvement like we were just saying a minute ago there's Windows Doors cabinets uh could be uh you know t uh uh bathroom remodels we train a lot of the rebath franchises now uh could be sidings or awnings could be you know just everything that has to do could be garages you know one my uh really good friends Tommy Melo is a CEO of A1 garages okay about to become a client as well okay all right now same thing so is the now let's

change it here let's put the cheapest see we always get better as time goes so is the cheapest price the most important thing to you or putting in the right marketing strategy to be able to scale to $12 million a month so see what I did so here let's say that their problem was they didn't have the right marketing strategy okay and the consequence of that was they're not able to scale to and I repeat back what they said they wanted okay so let's say this company's at $9 million a month and they said they

need need a better marketing and branding strategy to go to $12 million a month in the next 2 years I'm just making that up I'm basically taking what the prospect said and I'm putting that in the comparative frame do you see what I'm doing so is the cheapest like price the most important thing to your CEO or putting in the right marketing strategy so you're able to scale to $12 million a month see what I did there okay all right now let me show you some other examples all right now let's say because a lot

of times they'll come back well no I mean we we definitely want to get to $12 million a month or if that's what they said so like oh no the the results important to me so whatever you said no no no the results important to yeah because I mean we can give you like a really cheap price I'm just concern for you because how will we be able to dedicate the resources necessary to help you scale to $12 million a month in Revenue without having the funding to be able to help you do that notice

I tied in a what a house to question okay uh anybody ever read uh my good friend Chris boss's book never split the difference good friends with Chris now spoke at a lot of events with him even texting him the other day helping him find a new sales manager so if you're a sales manager looking for a good place to work I can connect you with uh my good friend Chris Boss but he teaches you in his training it's not his book is you know it's just a book right but if he teaches you in

his trainings how to ask a lot of how-to questions to get the prospect to think through like oh how could I do that okay yeah because I mean we can give you a really cheap price I'm just concerned because how are we be able to dedicate the resources necessary to help you scale to $12 million a month without the funding to be able to do that okay so then I could go down here so is the 10% off the most important thing to you or being able to scale to 12 million see how I'm reframing

now that is an example of what call what we call reframing okay you you are reframing the prospect's way of thinking from over here where they are at to where you want them to be that's an example of reframing because a lot of you get on there with your prospects you talk to them on the phone in person on Zoom it doesn't matter and you're like oh well they weren't a qualified lead because when I ask them what they're looking for they're looking for something different oh well that's your problem because you all you have

to do is reframe their way of thinking from what they thought they needed to what they really need you just haven't learned reframing techniques so if you want to learn Advanced reframing Techniques for your industry uh message me directly in the chats if you're on IG or Facebook group and we'll reach out to you okay so message me directly if you want to learn Advanced reframing Techniques to reframe your prospect's way of thinking that's like a salesperson getting on with one of our account managers and they're saying well you know if I could have better

leads I'd sell more so that salesperson's way of thinking is I'm not selling much cuz the lead up but we know most of the time it's the sales skills are lacking not necessarily the leads so we have to reframe their way of thinking over to their sales skills and ability what they can control because they can't control leads that's just an example of reframing okay all right let's keep going on another couple here all right so let's give you this example let's say you sell home or improve it type in me if you sell Home

Improvement all right let's say if you sell windows I can do the same thing so is the let's do this right here okay let's change this here is the cheapest okay always improving so is the cheapest price the most important thing to you are putting in the XYZ windows so it stops the cold draft from coming in at night so you're sleeping better so let's say that their problem was okay their Windows the cold draft was coming in because they have old windows and in the winter they have a hard time sleeping every night see

what I'm doing I'm just plugging that into the frame okay you don't want to use a generic frame you actually want to use what they say so is the cheapest price the most important thing to you are being able to stop the cold draft from coming in your room at night so you're able to sleep better see how I'm reframing their way of thinking back into what results based thinking over price or cost based thinking do you see the difference on that okay all right now uh yeah here's the thing here too yeah because I

mean we could put in like the cheapest window that that company offered you and just how would it be able to stop the cold air from coming in at night if we put in a window that doesn't really do that okay see same thing I could do I could reframe that okay let's go to a completely different industry okay uh let's say if you sold home uh let's say if you sold employee benefits B2B type in me if you're in B2B salale okay and let's say that their problem was the benefits package they offer to

employees is not that good so a lot of their top executives are leaving their company to work for their competition who offers better uh benefits same thing so is the cheapest price the most important thing to you are putting in the right benefits package so your top executive stop leaving the company see here I can put in not the in well the in benefit is stopping that from having I can put in the consequence of that happening if they don't change I can do that either or okay let's go to another example I can show

this all these for you okay yeah because we could give you a cheaper plan but how would you be able to help your retain your top employees with the cheap plan that most of them don't really like see it's the how-to question so I'm reframing their way of thinking from cost or price based thinking to what results based thinking okay so cost or price price based thinking to results based thinking all right all right let's keep going David wood you're very kind David wood what are you up to now David wood is a very uh

uh David you you owned a really successful network marketing company I think you sold that or something uh but you're a top G dude congratulations I went to one of your events long time ago maybe 10 12 years ago it's crazy that was my third industry I sold in was network marketing different company but I have a lot of respect for it a good job okay let's say that you sell uh Fitness let's say you're a personal trainer okay or you sell uh some type of weight loss program you're helping people lose weight build muscle

build tone you know I just hired a personal trainer uh about two and a half weeks ago cuz I had freaking three surgeries on the same area of my leg over the last four months like I couldn't even go to the gym for almost four months it was crazy I couldn't even hardly function I was like barely limping into the office so now I'm back in the gym starting to get my muscles back so you know Fitness weight loss okay now here same thing we're going to put the cheapest so is the cheapest so for

your industry write down let's say if you're David wood and you're network marketing so is the cheapest price the most important thing to you or actually having somebody to train you to actually really be successful in your own business it's just a different frame so is the cheapest price the most important thing to you you're actually starting your own business where you can make a lot more money okay whatever the end result is of what you sell it doesn't matter the industry it's it's all the frames all right I want to make sure everybody understands

when you were talking with prospects or anybody in life you are either framing them or they are framing you everything is frames I want you to think about this for example you know my good friend Renee Rodriguez he's a a public speaker really good speaker check him out sometime uh he's an expert on body language okay and Renee gave an example in one of his books the other day I was reading I was listening to the audio book and he talks about when you're asked questions in an interview okay so dude Wholesales real estate and

thinks that counts I don't know what you are you guys fighting in here is everybody fighting on IG are you guys you guys need some snicker bars over there what's going on just I love you guys so everything that you do is a frame okay so let's say that you're an interview for an important job and the interviewer says hey what's your what's what's the biggest thing you felt like you achieved in your younger years and you say oh that's easy I got straight AIDS my senior year in high school well you think that's good

the problem is is now the person interviewing you they have to frame what that means now let's say that the person interviewing you got straight AIDs that are entire history of being in school that person might think oh so she's kind of a procrastinator who waited her senior year to get straight A's cuz she was worried she wouldn't get into a good school see you're letting them frame you interpret your frame but if I tell a story around that frame such as this okay well actually my most important moment is when I got straight A's

in high school the reason that was is because I grew up in a home in a very impoverished neighborhood in downtown Chicago and my the people that I was around all the time they would always say that you can't do something like we're never going to be able to leave this part of town and my parents would always be negative like they were always victims of you know the government or you know victims of their their job and and people would always put me down and tell me I would never amount to anything that I

wasn't smart enough and I always believed that my entire life and then one time I went to a Tony Robbins uh seminar my junior in high school with a friend and he taught me X and Y and Z and I started having this Epiphany that I could accomplish anything I wanted to in my life I looked at Oprah and other people and I could do anything and then that year I put in the work I decided I was going to make a difference and my senior year I went from an average student to a straight

A student and I did that the rest of my career in college that's why I'm the most proud of getting a my senior year see now you control the frame and now the interview has to think what they have to think what you just said in your story that is what I mean by an example of controlling the frame okay so your prospects are either framing You by saying things like can you give me a cheaper price and you cave in it so they're framing you or you are framing them now framing does not mean

it's something bad bad okay selling is not something you do to people selling is something you do for people to solve their problems and get them where they want to be it's a different way of thinking okay so let's say weight loss so is the cheapest price the most important thing to you are losing the 97 lbs so you're able to walk your daughter down the aisle so I'm just going to repeat back whatever they said they wanted so let's say this guy this Dad was concerned learned that if he didn't lose the 95 lbs

as he got older he might have a heart attack and might not be able to walk his daughter down the aisle I just plug that in whatever they said so is the cheapest price the most important thing too you were losing the 95 lbs so you're able to walk your daughter down the aisle notice how in that in a concerned tone a tone that shows empathy see what I'm doing there that's a compare write it down any PQ comparative frame all right all right perfect let's keep going here uh all right let's see okay here

so same thing I'm now I'm going to reframe them okay oh no no I I definitely I definitely want to walk my daughter out of the aisle for sure well because we could put you on like one of those basic cheap plans I guess I'm concerned because how will we be able to help you lose the 95 lbs so your kids are able to see you as they grow up in life if we don't have you on the right plan that would actually be able to help you do that see it's the howto question you

let them come up with that they're like there's no way I could so what plan do you think is going to give put you in the best position to ensure that you're here when your daughter uh gets married in the next few years and you you prevent the heart attack and they're obviously no the cheapest plan's going to they're not going to say the cheapest plan is going to put in the best position they're to say oh the better plan what do you feel like we should do to put you in the best position to

make sure that you're here when your daughter wants you to be here for or whatever okay that's just an example of an neq reframe write that down neq reframe we got people talking about false Idols here in the chat hey can I make a suggestion if you're here to learn skills to sell more so you can make more sales and you can help your prospect solve problems get what they want then stay on here if you're here to start throwing around slay what are you doing you know you don't have to be on these lives

okay so just you know take it seriously if you want to sell more right don't talk bad about other people here that's all be cool to each other right this life is too short to be angry what you angry about be nice all right give the give that person a Snickers bar somebody's saying Matt who's who's the Matt Matt do you need a Snickers bar Matt somebody give Matt a Snickers bar who's got the Snickers bar all right Perfect all right now okay that's all I've got for you today love you guys now the question

is how will you now type in me if you want to sell more than your that's such an obvious question that's kind of a dumb question Jeremy uh who who in here actually wants to learn skills that's going to help you sell more type in me if that's you doesn't have to be you type in me if you want to learn skills that helps you sell more because what I just showed you up on that VI board that is pretty basic compared to what our clients learn day in and day out okay so type in

me if you feel that if I and my team trained you for the next 12 months you would sell more than you are now feel like you'd sell less or do you feel like you would sell more if myself and my team train you for the next 12 months would you sell less or would you sell more going to go out in a limb and probably say that you'd probably sell more typically we never have salespeople or companies come to us and say hey Jeremy I want to learn skills to sell less they always say

they want to what learn SK sales to sell more all right so if that's you if you're cuz I believe you're a high level salesperson you're a sales Pro right you know that for you to get into the top 1% in your industry and even if you're in the top 1% to stay there or maybe even get into the top 0.01% of your industry what are you going to have to do well as my good friend Bradley always says is training something you did or is training something you do well something you do on a

daily basis if you want to continually sell more to make more money sales people that it's something they did they're the ones that what stay average and go below average okay sales people that are the best they always continually train so if you want contined training if you want to learn techniques that work with human behavior where your prospects do all the work instead of you doing all the work where your prospects sell themselves rather than you trying to hustle and chase after them where your prospects overcome their own concerns rather than you trying to

come overcome their concerns and where your prospects pull you in rather than you trying to push and pressure because you know that doesn't work that well you don't even like it when salese do that to you so why would your prospects like you to do it to them so if that's you uh message me directly right now if you're on IG message me directly if you're in the Facebook group sales Revolution message me directly and uh either myself or someone my team cuz there'll be a couple hundred of you that'll probably will message us um

we'll get back to you sometime today with maybe some training options if you want to acquire those skills all right we love you I got to get out of here I got a hard stop thanks everybody