Final answer:
To handle price shock objections effectively, empathetically invite clients to discuss their specific concerns and demonstrate how your unique value outweighs the cost. Understanding market dynamics and potential competitor responses is also critical for positioning your price effectively.
Thus, the correct option is B.
Step-by-step explanation:
When handling the objection related to being a little shocked by the price, it's important to approach the conversation with empathy and understanding. Option B) "Great! I think that is one of the best things that you could do and before I go... Tell me, what is it specifically that is stopping you from picking up that pen and signing your home with me?" might be more effective because it directly addresses the concern and invites the potential client to articulate specific obstacles, which can then be addressed. This approach allows you to align the client's needs with your services and demonstrate how your unique value proposition can justify the cost.
In any negotiation, knowledge of the market, competition, and a clear understanding of value propositions are critical. It is also essential to consider possible reactions from competitors, such as a monopolist potentially lowering their prices in response to new market entrants. Thus, good decision-making in pricing and negotiations often requires not just knowledge of costs and potential profit (show business vs. business aspects) but also an understanding of biases and informational asymmetries that can sway decisions.
Therefore, the correct option is B) "Great! I think that is one of the best things that you could do and before I go... Tell me, what is it specifically that is stopping you from picking up that pen and signing your home with me?