The inquiry pertained to a client who had a fixed idea of what they desired. As we proceeded with the presentation, it became evident that they held expectations regarding life insurance within a limited budget. The challenge was to ground them in reality while still emphasizing the value of our offerings. Due to their entrenched notion of fairness and what they believe is attainable, it was crucial to address their objections beforehand. This involved posing leading questions to discern their perceptions and then guiding them toward a more realistic understanding of the situation. Our strategy involved showcasing the substantial benefits and value of our services as effectively as possible.