I think that every psychologist, consultant, coach has at least once encountered objections from clients. The most common objection is: “Expensive!” What is behind this objection and should we be afraid of it? The issue of establishing the cost of training or a proprietary program for individual counseling, or the cost of a therapeutic package is sensitive for many. Many psychologists are simply afraid to name the cost of the Package (in the future I will use this formulation), because... the client may get scared and leave. Yes, it can go away. As a rule, clients who are unmotivated to work leave. Those clients whose motivation tends to reach 10 points out of 10 begin to look for options to reduce prices, receive additional bonuses, pay in installments - they simply start bargaining. This is good when the client is looking for an option that is most convenient for him in the proposed circumstances. And here, every step of bargaining is work to remove a small objection. In order to avoid the fear that “there was one objection, and now several more small ones have been added to it,” you need to establish rules for yourself that you follow. These are your internal rules - for yourself. This is what I mean. For example, if you have expensive programs on sale, then the topic of providing installment payments will be a pressing issue. Are you ready to pay in installments? Does this make sense to you? Are you categorical on this issue? Installment plans have their pros and cons: The price is higher, potentially your income is higher. But the client may leave without making the next payment. This can happen for various reasons - he did not calculate his financial capabilities, he decided that “enough was enough”, his relatives “sang to him” that he was being robbed like crazy. If the client leaves, then your potential inflated earnings drops sharply. I make an installment payment as follows: I propose to pay approximately 30% of the cost of the program within 72 hours and thus fix the price of the program for the next two months (exactly for this client). During these two months, the client must pay the remaining amount and only after full payment we begin to work. Discounts on your expensive products. Are you ready to do them? In what size? On what terms? I make discounts if payment from the client is received within 72 hours - I tell the client about this right away. If during this time you are not ready to make a payment, then the price remains maximum. Do you have bonuses? Bonuses can be stimulating: if a client pays within 72 hours, then he receives a bonus..., for example, a recording of your training, your book, special work materials - this is something that makes sense for you to think about additionally. Having formed your rules, you will immediately feel feel more confident. You can change these rules, make options, first of all for yourself. Of course, out of fear of losing a client, you can make crazy discounts + installment plans - and it is no longer profitable for you to work with this client. We must not forget about the benefits for ourselves. Let there also be a benefit in this funny case: ask the client to make a video review of your work. Let’s return to the client’s motivation. The big mistake of psychologists who “need to sell training (Package)” is that they begin to offer this Package to everyone - they practically turn into peddlers who run around the square and whine, “Well, buy something from me.” The task is that at the first meeting with a client (it can be either paid or free), you need to find the client’s most “painful pain” and offer him a product that relieves exactly this pain. Your Package may be of very high quality, but at this moment in time it is more important for the client to solve some other problem than the one that your Package solves. If, as a result of the first meeting, you see that the client is in pain and you can help him, then help him - make a special program for this client, sell it as a whole - as a Package, use the rules that you have set for yourself. You will see that there are no objections.