Talk About Money First!

Open with a blunt principle that challenges the usual order of a conversation. Explain why this issue can immediately disqualify someone.

Show that the qualification issue matters more than the prospect's background or story. This makes the speaker seem highly selective.

Ask whether the prospect has used this type of service before. Their unfamiliarity creates a natural reason to explain the rules.

Before stating the price or requirement, frame it as a potentially difficult issue and ask permission to address it. This lowers resistance while preparing the viewer for tension.

Give a clear price range before explaining the service's value. The prospect immediately has to react to the number.

When asked what the buyer gets, avoid explaining everything. Return to the qualification question and confirm willingness to spend the lower amount.

When the prospect delays by consulting others, investigate who can actually approve the purchase. Each answer should lead to a sharper follow-up question.

Deliver the payoff: reject the current setup, explain why it will create problems, then offer a much more expensive version for handling the complexity. End by making the prospect confirm the diagnosis.