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Module 02
Price & Objection Control
Module 02

Price & Objection
Control

Protecting Revenue at the Decision Moment

Module 02 · Video Coming Soon
Karim Eltayeb · Pro-Pulse Strategies
Objection = Interest
If there was no interest, there would be no resistance.
The 4-Step Objection Model
Step 01
Acknowledge
Stay neutral. No defensiveness. Validate the emotion — not the objection. Slow the moment down.
Step 02
Clarify
Diagnose the real concern. Is it price, timing, trust, or outcome? Don't react to the first sentence.
Step 03
Reframe
Return to their why. Shift the time horizon. Anchor the bigger decision. Perspective, not persuasion.
Step 04
Redirect
Return to recommendation. Ask for a decision. Avoid circular conversation. Reclaim the frame.
When a Patient Says "It's Too Expensive"
What It Sounds Like
"It's too expensive."
What It Often Means
  • I'm unsure this is worth it
  • I'm comparing to something cheaper
  • I'm afraid of the wrong decision
  • I don't understand the long-term outcome

Price resistance usually means value is unclear — not that money is unavailable.

The fix is in Diagnosis and Vision — not in the price conversation itself.
Reframe — Perspective, Not Persuasion
Return to Their Why
"You mentioned you're tired of hiding your smile — is that still important to you?"
Shift the Time Horizon
"If nothing changes, where does this leave you six months from now?"
Anchor the Bigger Decision
"Sometimes the easiest option today becomes the most expensive long-term."

Price Discipline = Authority. State it clearly. Pause. Let silence work.

Filling the silence signals doubt. Holding it signals confidence.
The Revenue Cost of Weak Objection Handling
50 consultations → 10 price objections → 6 mishandled
6 × £3,000 = £18,000 lost per month
£216,000 per year — from 6 mishandled conversations.
Implementation Standard
← Consultation OS