Wow – I am kind of surprised to hear you say that. Usually by this point in meeting, people are very eager to meet with us again. Just out of curiosity, why wouldn’t you want to get together again to look at our outline?
An intelligent salesperson who ask the right question and doesn’t overreact to initial resistance can change your “I am only spending $750” mindset into a “$950 actually seems like a pretty good price” mindset
To turn initial resistance into a positive response, follow these steps: