When your lead immediately says: “Your prices are too high”

When your lead immediately says: “Your prices are too high” When someone says, hey, just so you know, I've already looked around and I already know your prices are probably going to be too high for me In the first 2 minutes of the call You better not get defensive and say, Well wait, you don't even know what the price is yet Let me at least explain the value first You just fell into their frame Now you're on your back foot, desperately trying to justify your price You already lost Instead, you take a breath, soften your tone, and say this word for word You're probably right Usually when I hear that right at the start of a call, it means one of two things Either you've had a bad experience in the past where you overpaid for something that didn't work, or you're just trying to protect yourself from a high-pressure sales pitch Just so I know which ditch we're in, which one of those You see what I did? Disarm, don't defend. You didn't fight them You agreed with them, which disarms them completely Then you gave them two relatable options and made them the hero of their own story You're no longer a salesperson that they have You're a curious expert trying to understand their world That's how you take control back Follow for more value