Diagnose the real objection behind the pushback
Given the client's stated pushback, works out what is actually being objected to — price as proxy for unclear value, scope anxiety, timing pressure, or a competitor comparison — so the response addresses the real concern rather than the surface statement.
In / outClient's stated pushback + deal and proposal context → diagnosed real objection (category + underlying concern) with reasoning
You might say…
“They said it was too expensive but when I dropped the price they still didn't sign.”
What it does
Given the client's stated pushback, work out what is actually being objected to — price as a proxy for unclear value, scope anxiety, timing, or a comparison — so the response addresses the real concern rather than the surface statement. Used the moment an objection surfaces.
Trigger: Use the moment an objection surfaces, before deciding how to respond.
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