Every Price Objection
Is the Wrong Frame.
This Recording Shows the Shift.
A VP at Sony asked Antano Solar John why he was paying 20 lakhs for software that was completely free to download. By the end of the conversation, the VP had calculated the cost himself at 2 crores. The 20 lakhs felt like the obvious decision. This recording shows exactly how that happened.
- The cost frame that makes price irrelevant in any sale, demonstrated live by Antano Solar John in a real sales conversation with a senior executive
- Why most objections are not about price at all, and what frame the buyer is actually in when they say it costs too much
- The motivational frame switch that moves a prospect from pain-avoidance to gain-seeking, and why that shift changes everything about how they respond
- The identity frame Zig Ziglar used to transform how salespeople see every transaction, and why it changes the quality of every conversation
- How to let the prospect calculate the value themselves so the number they arrive at makes your price the only rational answer
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The live demonstration that changed the conversation
A VP at Sony Asked Why He Should Pay for Software Anyone Can Download Free.
A VP at Sony put the objection directly to Antano Solar John. The software was free. It was open source. You could download it today at no cost. Why would anyone pay 20 lakhs for it?
Antano did not argue. He asked one question: what does it cost your team each year to manage the system you are on now? The VP pulled out a number. Then another. Then a third. He was doing the calculation himself. By the time he finished, the total was 2 crores.
20 lakhs is 10 percent of what you are already spending. That is the cost of the free option.
The VP bought. Not because Antano persuaded him. Because the VP had calculated the real cost himself, in his own terms, and arrived at his own conclusion. The 20 lakhs was the answer before Antano said another word.
This is the cost frame. Price is never the issue. The frame the buyer is standing in is the issue. This recording demonstrates it live. You will hear the exact questions. You will hear the silence when the buyer starts calculating. You will hear the moment the frame shifts.
Antano Solar John has studied this pattern across fifteen years, two million installations, and fifty industries. The recording captures it from inside a live programme for sales professionals.
Exactly what this recording covers
15 Minutes. Six Frame Shifts That Change What a Buyer Hears When You Name Your Price.
The cost frame in a live sale. Antano demonstrates it in real time with a Sony VP. Not a script. Not a theory. A live conversation where the buyer calculates the value himself and arrives at 2 crores before the price is mentioned again.
Why price objections are frame problems. The prospect is standing in the price frame. The conversation needs to move them to the cost frame, the value frame, or the identity frame. The recording shows each transition.
The motivational frame. Pain-avoidance versus gain-seeking. How the two types of buyers respond differently to the same conversation, and how to read which frame the person in front of you is in.
The identity frame from Zig Ziglar. The reframe that turns selling from persuasion into service. Why a salesperson who holds this frame has a fundamentally different quality of conversation than one who does not.
The guarantee reframe. How Antano uses guarantees not as a safety net for the buyer, but as a frame shift that changes the entire risk calculation in the conversation.
The frame you are already in. After watching, you will be able to identify which frame you default to in a sales conversation. You will also know the one question that moves a stuck conversation forward.
Watch the Recording Free. Right Now.
15 minutes. Live demonstration. Not available anywhere else.
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Co-creators of Excellence Installation Technology. The first documented system for accelerating the speed of human evolution. Not coaching. Not training. A precise technology for compressing the timeline of personal change.
Over fifteen years, across fifty industries and thirteen countries, Antano and Harini have performed over two million installations, studying the patterns that separate top performers from everyone else.