YouTube video: https://youtu.be/MCSi4tNXytk?si=4khE7cu9OcLJjStu

This guide presents an effective strategy to respond when a prospect quickly asks for pricing or a service explanation early in the conversation—often within the first couple of minutes. This scenario is common across outbound and inbound leads, sales appointments, or cold conversations. Learning to skillfully manage this objection increases trust and sales success.

1. Understanding the Early Price/Service Objection

Scenario:

• After asking a few qualifying questions, the prospect interrupts with:
  • “Could you just tell me the cost and I’ll tell you if I’m interested?”
  • “Can you just tell me what you do and then I’ll tell you if I need it?”

Why does this happen?

• It is usually triggered by your tonality or how you ask questions — sounding scripted, monotone, overly excited, timid, or nervous can cause a defensive prospect reaction.
• The prospect is not planning this objection—it is an immediate emotional response.
• They may distrust you or feel you are hiding something.
• This resistance indicates they have their guard up, skeptical about being sold something before their concerns are understood.

Important: The way you ask questions and the tone you use will often cause this objection. Mastering sales and persuasion reduces how often this happens.

2. What Not to Do When Faced With This Objection

Common but ineffective responses:

a. Just Give Them the Price

• Many reps say, "The cost is $X," right away.
• This usually leads to immediate objections like, "I can’t afford it."