Probably the thing I am asked most often is how to respond to objections that come up in the selling process.

But one phrase you could try is by responding by saying nothing!

“Your prices are too expensive” says the prospect.

You respond with…… Nothing!

All it will take is a nano second of silence and the prospect will feel the need to fill in the silence and they will normally fill in the time with the reasons why they feel you’re too expensive and hence you’ll get the information you need to make an informed response to them.

You might feel uncomfortable even with a second of silence but hold out.

They will respond with their reasons.

And of course if you’re really not comfortable with silence then respond with “What do you mean by that?” or “Why do you say that?”

Either way they will justify their reasons!

It can be very powerful especially if you get the feeling that they are “trying it on” and really want your product or service but are playing with you for a discount.

In this instance it can actually work against them in terms of you feeling let down by them and at times they will talk themselves around!

Try it out for size and see how you get on.


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