The objection is not your problem to deal with. THEY are the ones bringing it up.

CPR Framework for handling Objections

Prospect: Price is too high!

• Clarify: What does that mean?

Prospect: It's more than we want to pay.

• Pullback: So does that mean we can't work together?

Prospect. I didn't say that. We just want a discount.

• Reframe: Even if we could give you A 10% discount, it won't change much considering our cost is only $10k/month & your problem is costing you guys $25k/month!

C-larify

Most people never say what they mean the first time.

Read that again ^

So you start off by playing dumb and getting clarification on what they mean

You may have to Clarify a couple times before getting the real objection.

Then you can move on to the next stage

P-ullback

Go for the No & inspire them to chase

You’re aiming for either:

• They soften up their position and are primed for a Reframe

Bonus: They clarify the objection even further

or

• They agree & you don’t waste anymore time with a prospect who won’t close.

Win Win.

Another example of a Pullback:

“I’m getting mixed signals here John. You said you wanted to fix the [problem] that’s costing you guys $25k/mo but now it looks like you’re not interested at all. What happened?”