14d • Sales Questions 🏷️
How to Find Hidden Objections BEFORE Price Drop
Okay, so you feel your Discovery went well, and the prospect was engaged during your pitch...
And then you get to your price and you're hit with an objection out of left field.
Was it how you dropped your price?
Was it that you're too expensive?
Nope. They had some uncertainty before price entered the picture...
But you missed it.
So how do you catch it?
Right after the “sounds good” nod.
Right after the pitch lands.
Right when you think you’re safe.
There's one step you need to take BEFORE dropping the price.
The Temp Check.
This step exists not to “close harder.”
Not to push people.
But to surface the truth before money enters the room.
Here’s how it actually works 👇
I’ll say something like:
“Be straight with me… on a scale of 1–10, where are you at with this?
1 being, 'Even if this were free, I'd never do it'
and 10 being 'I'm ready to roll, we just need to talk about the money because I want to sign up'
Where are you at?
Then (super important)...
>> I don’t hope for a 10 <<
A 10 with hidden resistance is a lie that explodes at price.
What I’m looking for is honesty.
If they say 7, I don’t go:
“Why not a 10?”
That instantly puts pressure on them.
They feel sold.
Walls go up.
Instead, I go:
“Got it. Why not a 6?”
Now they start selling themselves on why this works.
Only after that do I ask:
“And what’s keeping it from being an 8?”
That’s where the real objection lives.
Not the fake smokescreens.
Not the surface-level stuff.
The actual fear.
See, Temp Check is not about increasing the number.
It’s about finding the friction before it costs you the deal.
Most agency owners are missing this kind of transparency, THAT'S the thing you need to solve for.
Because once they hear the money numbers, emotions enter the chat.
If their concerns are handled before price?
It’s calm. Logical. Easy.
Handled after price?
Now you’re negotiating with their nervous system.
One more thing…
If you’re genuinely detached from the outcome,
and your goal is an optimal decision (not a sale),
They feel that.
And they tell you the truth.
That’s how to do a proper Temp Check.
Not a trick or gimmick... but a mirror.
If you want to learn more about this, attend the Agency Sales coaching calls in the community, every Thursday at 11AM EST. Mark it on your calendar so you don't miss it 😉
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How to Find Hidden Objections BEFORE Price Drop
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