Question 1 of 10 Chapter 5 Foundation
Objection Categories A prospect says: "We don't have budget for this right now." Another prospect says: "Your solution is too expensive." Thomas treats both objections the same way — he offers a discount. What's wrong?
A. He should offer a bigger discount B. These are two different objections. "We don't have budget" is a TIMING objection — the money may exist but isn't allocated. The response explores when budget cycles reset, whether a smaller pilot fits current budget, or whether the cost of inaction justifies a budget exception. "Too expensive" is a VALUE objection — the prospect doesn't see enough return to justify the price. The response proves ROI, reframes the cost against the alternative, or adjusts scope. Same surface symptom, different root causes, different treatments. Discounting addresses neither. C. Both mean the same thing — the prospect can't afford it D. Move on to other prospects who have budget