LAS VEGAS, Nevada – The latest episode of The Closing Code podcast addresses one of the biggest challenges sales professionals face: reasons clients say “no” and how to handle pricing objections. Hosted by Clinton James and Josh Konigsberg, Episode 5, titled Reasons Clients Say “No” and Pricing Objections, delves into the psychology of client objections and the strategies sales teams can employ to turn skepticism into trust and hesitancy into action.
“Clients don’t say no because of price,” says co-host Josh Konigsberg. “They say no because of doubt.” Throughout the episode, James and Konigsberg identify the root causes behind client objections and stress the importance of trust, clarity, and value in the sales process. The discussion underscores the necessity of understanding a prospect’s mindset and removing uncertainties through transparent communication.
The hosts share actionable tips to help sales professionals close more deals by focusing on building trust and demonstrating tangible value. Clinton James highlights the significance of personal connection in the early stages of the sales process. “One thing that I like to do at the beginning of any discovery call is create a personal narrative. I want the prospect to see me as part of their industry, not just another digital marketer.” This approach establishes credibility and forms a foundation for a productive relationship.
The hosts target price-based objections, cautioning against defaulting to discounts. “Offering to lower your price doesn’t address the doubt,” explains Konigsberg. “You need to position your value. If the risk feels too high to a client, the problem isn’t price; you haven’t made the outcome clear.”
Listeners will also gain insights into how to turn a rejection into a learning opportunity. James and Konigsberg discuss how to recognize confusing offers, respond to doubts, and determine the emotional drivers behind sales decisions. Critically, the episode moves beyond typical sales tactics and emphasizes that a sales professional should make buying decisions feel “safe” for prospective clients. “It’s not just about getting to yes,” Konigsberg adds. “It’s about making saying no feel like the impossible choice.”
Episode 5 advises listeners about simplifying proposals, using case studies to demonstrate success, and reiterating the tangible, emotional, and lifestyle benefits clients can achieve through their investment. James sums up the episode with a resounding takeaway for sales teams: “If you clear up your offer, eliminate doubt, and lead with certainty, you’ll close more deals without having to discount your pricing.”
The Closing Code supports sales professionals with expert insights and candid conversations. Click below to watch Episode 5.
Tune into The Closing Code, now available on all major platforms like Spotify and Apple Podcasts. Hit that subscribe button and discover a treasure trove of insights as James and Konigsberg spill the secrets to excelling in high-ticket sales. Whether you’re an experienced agency leader or just starting in the sales world, The Closing Code is your go-to resource for practical and tactical strategies. Episode 5 imparts invaluable lessons from two experts who not only talk the talk but also achieve outstanding sales results.
For more information about The Closing Code, visit Law Firm Marketing Pros.
About The Closing Code
Selling high-ticket digital marketing services isn’t just an art—it’s a code waiting to be cracked. Enter The Closing Code, the podcast where agency owners, sales pros, and entrepreneurs come to master the craft of closing deals that matter.
Hosted by Clinton James and Josh Konigsberg, seasoned marketing professionals with a combined 60-plus total years in Marketing and Sales experience, with the results (and battle scars) to prove it, each episode takes you behind the curtain of the digital marketing sales world. With their agencies bringing in a combined revenue of in excess of $27 million, they don’t just talk the talk—they walk the walk.
Get ready for no-BS conversations, tactical advice, and honest insights on topics like landing big retainer clients, building lean and mean sales teams, crafting a sales process that actually works, and closing more deals. From expert guests to real-world case studies, this is where strategies get real, and sales skills get sharp.
Whether you’re scaling your agency or leveling up your sales game, this podcast delivers the kind of straight-shooting wisdom you can take to the bank.
