In this episode of The Coaching Table, we tackle one of the toughest challenges every coach faces: price objections during discovery calls. Hearing “your prices are too high” can trigger stress and self-doubt, but with the right tools and mindset, you can turn that moment into progress instead of panic. We explore tactical scripts and proven approaches that help you keep control of the conversation without resorting to discounts. From understanding the fight-or-flight biology behind objections to mastering the “Fleshing the Objection” technique, this episode shows you how to uncover the real concerns behind a client’s hesitation. You’ll also learn how to use the powerful phrase, “If I were able to find a price that worked for you, could we get started today?” to transform price objections into collaborative problem-solving. By practicing these strategies, you’ll build confidence, protect your value, and keep clients moving forward.

What You’ll Learn in This Episode

• How to reframe “your prices are too high” without panic.
• The biology of objections and the fight-or-flight response.
• How to use the “Fleshing the Objection” technique.
• Scripts that turn price objections into productive dialogue.
• How to maintain control, confidence, and value in negotiations.

“If I were able to find a price that worked for you, could we get started today?”

Episode Chapters

00:00 Introduction: Facing the Price Objection
01:09 Understanding the Initial Reaction
01:53 Fleshing the Objection Technique
02:34 Uncovering the Real Issues
03:29 The Power of the Magic Phrase
04:46 Handling Different Responses
06:09 Maintaining Control and Value
07:58 Conclusion: Practice and Reflect

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