1Demonstration: Expert Dissection of Price Objections UnderstandWatch an expert AE work the three most common pushbacks in a live discovery call.
2Practice: Value Anchoring Under Pressure ApplyRoleplay buyers who push on price and hold value without discounting.
3Feedback: Diagnosing Missteps AnalyzeReview call transcripts to find where value leaked and why.
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~73 min3 lessons16 sections
Lesson 1: Deconstruct Price Pushbacks and Anchor Value
When a buyer challenges your price on a discovery call, your reaction is immediate: you read the objection as a threat to the deal and feel an urge to keep them happy. Within seconds, most account executives cave. They justify features, offer an unprompted discount, or promise to see what they can do with management. Every unearned discount tells the buyer your pricing is arbitrary.
Lesson 2: Hold Value Under Pressure6 sections
Lesson 3: Diagnose Where Value Leaked5 sections
Generating course content Converting the manuscript into lessons
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Course TitleHandling Price Objections on Discovery Calls
Modules0
Content Blocks0
1 source material used: Discovery pricing playbook
Module 4
The Four-Step Reframing Sequence
Procedure
PauseClarifyIsolateRe-anchor
Weak vs. expert response“Your price is way over market.”
ScenarioThe buyer says your competitor is $5,200 cheaper. What is your first move?
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Discovery Calls24 signals0%
Objection Handling18 signals0%
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Handling price objections
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Handling price objections is where this cohort stalls. Suggested fix: add a worked example before the practice call.
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