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In the tutorial, the speaker addresses the challenge of getting client buy-in for higher rates before submitting a proposal. They emphasize the importance of having an open conversation, where potential objections about pricing are addressed upfront. Instead of waiting for these concerns to arise in the proposal, the speaker advises proactively surfacing these objections during a phone call. By discussing and alleviating concerns about competing on price early in the process, consultants can reinforce the value they bring, thereby enhancing the likelihood of acceptance for their proposed rates by both the client contact and higher-level decision-makers like the VP and CEO.
