The DREADED Price Objection (part 2)
In last week's video, I discussed a 2-step process for initially responding to a price objection. The approach circumvents saying things that may cause the patient to dig their heels in further on their objection.
After these 2-steps, there's something very powerful you can do that will give you information as to whether the patient is a definite NO or still interested.
The answer: NOTHING!
There's a term called Dynamic Silence. Resist the urge to keep talking, and use silence to your advantage. Dynamic Silence is the process of using silence to create an awkward space that the other side will then fill in with more information.
2 Possible Outcomes:
A definite NO. You can move on to alternative options.
A maybe. This often manifests with the patient asking you questions.