The Bottom Line

Read time: 3.5 minutes.

*Listen to my latest podcast that reveals how my new feature film (www.unbecoming.movie/invite) came out. You'll also discovery the keys to storytelling that transforms. Listen Here​

​

Hey Reader,

Let’s talk about that moment on a sales call. You know the one—when your prospect starts dancing around the idea of commitment like it’s the finals of "So You Think You Can Stall."

“Uh, I need to talk to my partner first.”
“I wasn’t expecting the price.”
“Can I think about it?”

Cue the awkward silence. But here’s the thing—these moments don’t have to derail the call. In fact, they’re opportunities. Let’s dig into how to handle these scenarios like a pro, without feeling pushy, sleazy, or like you're auditioning for a role in Glengarry Glen Ross.

1. Conversations = Conversions

First things first: sales happen because of conversations. Period. Whether you’re working with C-suite execs, HR professionals, or mid-level managers, you have to get them talking.

The beauty of a conversation is that it gives you data. Every hesitation, objection, or outright “no” is valuable feedback. Don’t take it personally; take it as an opportunity to diagnose the problem they’re facing and figure out how you can bridge the gap.

Pro Tip: Start every call with a simple opener:
​“Hey [Name], why are we having this conversation today?”

This question immediately shifts the focus onto them and their pain points. People will tell you exactly what they need—if you let them. Remember, they booked a call, so they have a need. Let them tell you what that is.

2. Handling the “Price” Objection Like a Jedi

One of the most common objections you’ll hear is about price. Here’s the trick: don’t make it about the money. Make it about the value.

If they hesitate at your premium price, try this:
​“Let’s say money wasn’t an issue. Would this program solve the problem you’re facing?”

Nine times out of ten, the answer will be yes. At this point, you can dig deeper:
​“If we know this can help you, what’s a budget you’re working with to address this issue?”

When they give you a number, you’ve got options:

• Option A: Offer a payment plan. For example: “We can start with [X amount] now, and when you feel the value, we’ll figure out the rest.”
• Option B: Downsell strategically. For example: “I can offer you all the program materials without the one-on-one coaching at [lower price point]. Does that work for you?”

What’s happening here? You’re meeting them where they are without devaluing your offering. You’re not just “making the sale”; you’re creating a win-win scenario.

When THEY tell you a price and you can match it on some level, they have no more price objection.

3. The Art of Objection Preemption

Objections often stem from misalignment. To avoid this, address potential roadblocks before they come up:

• If you sense a “partner consultation” objection:
  ​During the pre-call, remind them to have all decision-makers present:
  ​“Make sure anyone involved in the decision joins us. This way, we can address everyone’s questions directly.”
  ​If they still pull the “partner” card during the call, respond with:
  ​“Would your partner object to you making a decision that grows your business? Let’s start with a deposit to hold your spot, and we’ll loop them in on another call to finalize things.”
• If you anticipate the “price hesitation”:
  ​After they describe their pain point, ask:
  ​“If this solves the problem you just shared, what’s your budget for addressing it?”
  ​This sets the stage for a tailored solution and makes pricing less of a shock.

4. Silence Is Golden

Here’s a fun fact: silence is a secret weapon. After you ask a question, resist the urge to fill the space. Let them sit in their discomfort.

For example:
​“What’s the budget you’ve set aside for solving this issue?”

They tell you a number…

And then… pause. Just sit it silence.

Silence forces them to think about what they said and respond. Often, they’ll reveal more than they intended—giving you insight into their true priorities.

5. Keep Your Standards High, Lower the Barrier

Let’s say they love your offer but genuinely can’t swing the full price. Don’t panic. You don’t have to discount your services, but you can make entry more accessible.

For example:

• “This is a $5,000 program, but I understand your budget is $3,000. Here’s what we can do: we’ll start at $3,000, and as you see the value, implement the strategies and start getting results, we’ll figure out a way for you to pay the rest over time based on results.”
• “I can’t give you the full program for that amount, but what I can do is offer you all the content from the program, all the bonuses and templates, but without coaching. This will keep it in the range you’re wanting. Let’s start there, and we can upgrade if needed later on.”

Notice what’s happening here? You’re maintaining the value of your offering while giving them options to say “yes.”

6. Make It Easy to Say Yes

Create custom payment links or coupon codes.
Don’t let tech be the reason you lose a deal. If you’re not comfortable creating custom payment links on the fly, it’s time to get familiar.

Here’s how:

• Use Stripe or PayPal to create instant payment links.
• If you’re on the call, set it up in real-time:
  ​“Hey [Name], let me create a custom payment link for your budget. I’ll send it over now, and we’ll get you started.”

This feels personal and builds trust. Plus, it eliminates the dreaded “I’ll think about it and get back to you.”

7. Don’t Let Their Emergencies Become Yours - after they enrol.

After someone agrees to move forward on your “custom” plan, sometimes, life happens—divorces, frozen assets, dogs eating homework. As much as you might sympathize, remember: their emergencies are not your emergencies.

To protect yourself:

• Include clear payment terms in your agreements.
• Add a clause like:
  ​“Failure to meet the agreed payment schedule results in removal from the program and forfeiture of the initial payment.”

This keeps things professional and protects your time and energy.

Final Thoughts

The key takeaway here? Sales are about conversations, not scripts. The more real, human, and curious you are, the more effective you’ll be.

So, whether you’re offering a $35,000 coaching program or a $3500 course, focus on the dialogue. Understand their pain, offer tailored solutions, and remove friction from the process.

And remember—every conversation is an opportunity to learn, refine, and grow.

To your success,
Nic “working with you” Kusmich

​

PS: If this sparked some light bulbs, let’s talk. Because the only thing standing between you and your next big win is a few conversations. 😉

PPS: Ready For More Calls On Your Calendar?
The best way I can help you is by showing you how to get more QUALIFIED sales leads, at much lower costs, without using an old, outdated traditional funnel... Interested? Learn more here → https://scale.nicholaskusmich.com/fast-track

​

​

​

​
​
​
​
​
​
​

​
​

​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​
​​
​

​
​

​

​
​
​
​

​

​

​

​

​

​

​

​

​

​

​

.