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To overcome perceptions regarding pricing and gain buy-in from clients, it's crucial to engage in an open conversation addressing potential objections before submitting a proposal. The aim is to preemptively tackle concerns about cost by discussing each possible reason for opting for a cheaper alternative. This dialogue should occur during a phone call, as it allows for addressing objections directly, rather than relying on a proposal to resolve them. Establishing this understanding early helps position your higher rates as justifiable, ultimately persuading the client, including their VP and CEO, to accept your rates and discourage consideration of other consultants.
