PRICE OBJECTION DIAGNOSIS Type: VAGUE PRICE RESISTANCE What the Prospect Explicitly Said: The prospect believes $1,500 per month is too expensive right now. Most Likely Decision Barrier: It is not yet clear whether the main barrier is a genuine budget constraint or uncertainty that the service provides enough value to justify the investment. BEST RESPONSE “I understand — $1,500 per month is a meaningful investment, so it makes sense to make sure it’s justified. Can I clarify one thing? Is the main issue that the budget simply isn’t available right now, or that you’re not yet convinced the service provides enough value to justify $1,500? Those are different situations, and I’d rather understand which one applies before suggesting a next step.” ALTERNATIVE RESPONSE “That’s completely fair. Based on what you shared about inconsistent lead flow, the problem is clearly worth looking at, but that doesn’t automatically mean this investment is right for you. It may be useful to look at what the service would need to accomplish for $1,500 per month to feel commercially sensible for your business.” BEST FOLLOW-UP QUESTION “Is the bigger issue the available budget right now, or whether the service provides enough value to justify the investment?” NEXT-STEP CTA “If you’re open to it, we can spend 15 minutes clarifying that and determine whether there’s still a strong fit.” SELLER STRATEGY • Primary Strategy: Separate budget constraints from perceived-value uncertainty before attempting to close. • Protect: Avoid discounting before understanding the real barrier. • Watch For: Whether the prospect confirms a hard budget limit or starts discussing what outcomes would justify the investment. AVOID SAYING • “$1,500 really isn’t expensive.” • “You’ll definitely make your money back.” • “I can lower the price if you sign today.”