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How can a price discussion reveal what the buyer is actually comparing?

“Too expensive” might mean a buyer has a fixed budget, sees a cheaper alternative or expects a different scope of work. Those are different problems, and lowering the price without understanding the comparison may answer the wrong one.

3–7 min

Questions you could explore

  • What could make declining the purchase a reasonable outcome?

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  • The FuturHow to Deal With Objections

    Chris Do’s practitioner examples show how questions can uncover a client’s concern about price and scope. They are illustrations, not controlled evidence that an objection can always be overcome.

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Why might a two-page website be worth more to a client than a twenty-page one?

Imagine one client needs two pages to make an essential service understandable, while another needs twenty pages of rarely used background. Page count and working hours describe the deliverable, but they do not establish the value of its outcome. The missing information is what each client needs the website to achieve.

3–7 min

Why might a two-page website be worth more to a client than a twenty-page one?

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How can a price discussion reveal what the buyer is actually comparing? | Speech Topic | speaking.app