Quote from James A.Hart on July 16, 2025, 10:22 pm

When you’re selling a high-ticket product or service, it’s inevitable:
Someone will always say, “I found someone else who can do it for less.”

This objection is not a dead end — but a signal.
It’s your chance to shift the conversation from price to value — and the most effective way to do that is not by pitching harder, but by asking the right questions.

Let’s break it down.

1. Start by validating their concern — without agreeing

When a prospect says,

“I spoke to another agency and they quoted me $1,800/month, which is a lot cheaper than yours…”

You don’t argue.
You don’t say, “Yeah but we’re better.”

You calmly respond with something like:

“Totally makes sense to compare options. Just out of curiosity — are they guaranteeing any results at that price?”

Most of the time, they’re not.

You’re planting the first seed of doubt — without being confrontational.

2. Point out the real risk — without saying “They suck”

Instead of trash-talking competitors, ask:

“So what are they including in that $1,800? Are they doing any research? Helping you craft the offer? Or is it just a basic landing page?”

The goal is to trigger reflection, not resistance.

You’re helping them realize that while the price may be lower, the value may be just as low — or worse, it may cost them more if it doesn’t convert.

3. Use industry logic they can’t argue with

Here’s a powerful analogy used in the call:

“Let me ask you this — if a real estate agent offered to sell a house for just $1,000 commission, what would you assume about their effort?”

Naturally, they’ll say, “Well… probably not much.”

And you can follow up with:

“Exactly. There’s no incentive for them to go all in. It’s the same in marketing.”

This flips the objection on its head. Suddenly, “cheap” becomes risky, not smart.

4. Assign a cost to inaction

Most prospects don’t think of not buying as a cost. You need to help them see it.

Ask:

“You’ve been trying to fix this for 12 months now. What has that delay cost you?”

If they want to go from $4,800 to $10,000/month in revenue, but haven’t, they’re already losing $5,200/month — or $62,000/year.

That’s far more than what you’re charging.

Once they see the math, the decision becomes obvious.

5. Don’t push — just guide

This isn’t about bullying them into a sale. It’s about guiding them to a rational decision they’ve been avoiding due to fear or comfort zone.

You’re not selling a course.
You’re solving a problem.
And it’s your job to ask the questions that uncover that truth — even when it’s uncomfortable.

Next time they say “I found it cheaper,” don’t panic.

Stay calm, stay curious, and start asking the right questions.

That’s how real closers win.