The DREADED Price Objection (part 1)
In this week's video, I discuss the dreaded price objection. We've all been there... spend a lot of time educating a patient on a product or service only to have the decision come back to price.
What NOT to do:
Appear defensive. This almost guarantees the patient will dig their heals in on their objection.
Try to change the patient's mind. Yes, ultimately this is what you'd like to do but you have to get the patient to change his own mind, you can't do it for him.
What TO do:
Use a softening statement to defuse the objection.
Mention the experience of other patients (as opposed to listing more of YOUR reasons for wanting the patient to do something).