🎯The Sticker Shock Dilemma

"Your price is too high!" 😱—we’ve all been there. You’re ready to close the deal, and suddenly, your prospect freezes like they just saw their first ghost on Halloween.

But don’t worry, we’ve got your back with a foolproof strategy to make them see the value behind the number.

🎙️But now… Evan Blumenthal Is Here to Turn ‘No’ Into ‘Heck Yes!’

Before we dive in, meet your guide to mastering sales and keeping your cool, the one and only Evan Blumenthal!

A sales guru (and EOS Implementer) who knows how to turn “no” into “heck yes.”

Evan brings sharp insights, practical tips, and a splash of humor to every conversation.

Buckle up, it’s going to be a value-packed ride! 🚀 

🎧 Watch the full interview now

❓️To the mailbag…

📩 Dear Elana and Ryan, every time I share my pricing, I get the look—a mix of sticker shock and ‘Can you do better?’

It’s making me second-guess myself before they even object.

How do I stand firm without discounting out of fear?

Molly., Account Executive of Corporate Training Programs, Atlanta, GA.

 🌌✨Universal Truth: It’s About Value, Not Price

We know that look, Molly, it’s part shock, part skepticism, and 100% challenging. Let’s break it down and help you hold your ground with confidence.

Here’s the truth bomb💣: When they say “too much,” they really mean, “Convince me it’s worth it!”

Think of it like explaining why avocado toast costs $12—it’s about the experience, not just the ingredients. 🥑

🧘‍♂️STEP 1: Breathe (No, Seriously)

Remember Jerry Maguire? Right after getting fired, he tells everyone, “Don’t freak out!”

(Spoiler: He freaks out anyway and ruins a goldfish’s life.)😅

Don’t be Jerry. Don’t panic or jump to discounting. Saying, “I know it’s a bit high but…” is like warning a diner their food tastes bad before the first bite.

Pause. Breathe. Let them react first before you say another word.

🧐STEP 2: Gauge the Room

You know that moment when the room feels ice-cold, and you’re sure they hate your pitch?.

Pause. Breathe. Observe. Sometimes, they’re just processing—Give your prospects time to digest your pitch. Ask follow-up questions, not desperate justifications. A little patience can go a long way.

Tip: People love to think. Give them space to do it.

🛠️STEP 3: Reframe the Conversation

If your prospect pushes back, see it as a signal they need help connecting the dots.

Ask questions.

Maybe they aren’t against the price itself but worried about cash flow or ROI.

Shift from price debate to problem-solving mode and open the door to closing the deal. 🔍

💎STEP 4: Hold the Line with Confidence

Sometimes, even your best moves don’t land right away.

That’s okay.

Not every no is a loss.

🤝Stay classy and firm: “If the budget doesn’t fit, I understand — I want the best solution for you, not stress.”

Respect your value. It shows confidence and attracts prospects who respect it too.

😱 One Final Word—And No, It’s Not “Discount”

Next time they say, “That’s too much,” don’t panic or bribe with freebies.

Unless it’s a puppy that seals the deal (and who can resist that?).🐾😄

Smile and say, “How can we make this work?” Collaboration is the magic key to turning that no into a yes.🔑

Keep the Spark Alive: Your Sales Success Awaits!

Got tough sales questions?

We’re here to help you master the art of the deal. Remember: confidence is key, and value always wins.

Keep closing those deals like a pro!💼

THAT’S A WRAP

We’ll be back before you know it 😉

To your sales success, 🚀

-Elana & Ryan
Find Elana On LinkedIn 
Find Ryan On LinkedIn

P.S. Don’t ghost us — vote below or drop a quick reply. We really wanna know!

Ways we can work together…

1. Get to know Elana and Ryan. We even made a silly video for you a few months ago.

2. We’re hosting a webinar this month: The 5 Secrets to Building Killer Sales Teams. Sharing is caring (and a great way to add value for your prospects and clients). We give away our blueprint, and we even send the actual templates after the workshop.

3. We not only teach recruiting, we also fancy ourselves as the best sales recruiting firm on the planet (we joke a lot, but not about Talent Harbor).

We also believe that 30% commission is ransom, not recruiting. So if you’d like to learn more (or just trade sea stories), here’s a link directly to my calendar.

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