Objections about price, timing and authority

Almost every objection is one of three, and each has a standard wrong response that costs you either the margin or the deal.

Price. "It is too expensive" almost never means the number is arithmetically too large; it means the value is not yet visible at that number, or they are comparing against something you have not seen. The wrong move is to discount immediately, which teaches them your first number was not serious and, per ENT-102, hands over a third of your margin. The right move is a question: too expensive compared with what? Then either the comparison is a different scope, which you can explain, or it is a genuinely cheaper competitor, which is a positioning problem and belongs to ENT-106. If the answer is that the money simply does not exist, reduce the scope so the price falls honestly, or qualify out.

Timing. "Not right now" is usually true, and it often becomes permanent when treated as an objection to be overcome. Ask what would need to happen for it to be the right time, and what the cost of waiting is — they may not have counted it. If there is a real date, agree to return then and actually do it. Manufacturing urgency is out of bounds here: no invented deadlines, no expiring discounts, no scarcity that does not exist. A price that genuinely changes on a date can be stated as a fact; anything else is the register this platform exists to be an alternative to.

Authority. "I need to check with someone" means you have been talking to the wrong person, or to only one of the people. This is a discovery failure rather than a closing problem — module 3 asks who else is involved precisely so that this does not arrive at the end. Ask to meet them, or make the proposal something your contact can carry and defend without you in the room.