SOP Library

Reading routes · 5 steps

A prospect says it's too expensive.

Read in this order. A § sign is a numbered section on the page; each step opens at that section.

  1. SOP 99 · §6 First, check it is an objection at all Classify an objection first, is it an objection at all?
  2. SOP 103 · §1 What "too much" means Handle the it's-too-much objection what "too much" means
  3. SOP 102 · §3 The idea behind the answer Handle the competitor-price objection when they can get it cheaper elsewhere
  4. SOP 70 · §3 The seven rungs Work the payment-plan downsell ladder change when they pay, not the price
  5. SOP 73 · §3 The order of the cuts Feature-downsell customers before they cancel take out a feature, then ask again