19d • General discussion
Midday check in. Let's talk about price objections.
A customer looks at their estimate and says "that seems really high."
What do you do?
The average advisor gets defensive. Starts explaining. Maybe even starts discounting before the customer even asks.
The elite advisor does something different.
They pause. They acknowledge. And then they educate.
"I completely understand. Let me walk you through exactly what this covers." Then you break it down. The parts. The labor. The warranty. The technician's expertise. The fact that this repair is being done right the first time by someone who knows this vehicle inside and out.
You are not selling a price. You are selling a standard.
Here is what most advisors do not realize — customers are not always objecting to the number. They are objecting to the unknown. They do not know what they are getting for that number. And that uncertainty feels expensive.
Your job is to eliminate the uncertainty. When a customer fully understands what they are receiving — the expertise, the quality, the protection — the price becomes a value. Not a burden.
Never discount your worth before someone even asks you to. Know your value. Communicate it clearly. Stand behind it confidently.
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Midday check in. Let's talk about price objections.
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