The course is too expensive

Underlying Concerns:

• The prospect is likely concerned about the financial commitment and may need reassurance that the course will deliver enough value to justify the cost.
• They may be comparing this course to other, potentially less expensive, options and want to understand why this one stands out.
• The prospect could be uncertain about whether the course will lead to tangible career benefits or provide a strong return on investment.
• They may want flexibility in payment options to make the course more accessible.

How to Tackle the Objection:

1. Acknowledge their concern about cost: Show empathy for their hesitation, recognizing that the price of a course is a serious consideration for many learners.
2. Highlight the value and ROI of the course: Emphasize that the course offers in-demand skills and career support services that can lead to higher-paying roles or career advancement, potentially offsetting the upfront cost.
3. Provide payment flexibility options: If available, mention payment plans, financing options, or scholarships that make the course more affordable.
4. Share success stories and outcomes: Provide examples of alumni who saw career advancements or significant ROI after completing the course, helping them see the long-term value.

Sample Script (Detailed and Simple Language):

Prospect: "The course is too expensive."

You: "I completely understand, [Prospect’s Name]. Investing in a course is a big decision, and it’s important to feel confident that it will be worth the cost."

• "One thing that sets our course apart is its focus on in-demand skills and comprehensive career support. Many of our graduates have transitioned into roles that significantly increased their earning potential, and they often find that the investment pays off quickly once they’re in a new job."

• "We also offer flexible payment options, including [mention any payment plans or financing options, such as monthly payments or scholarships]. These can make the course more manageable and help you spread out the cost."

• "If it would be helpful, I can share some success stories from students who saw a strong return on their investment after taking this course. Would that help give you a clearer picture of the potential value?"

Probing Questions to Engage the Prospect:

• "Are there specific financial concerns you have, like the upfront cost or payment flexibility? I’d love to see if we can work within your budget."
• "What career outcomes are you hoping for after the course? I can share examples of alumni who have achieved similar goals and saw a strong return on their investment."
• "Would it help if I walked you through our financing options or payment plans? Many students find this makes the course much more accessible."

Call to Action:

Offer to share alumni success stories that demonstrate ROI, or suggest discussing payment options to make the course more affordable, addressing both their value and affordability concerns.

Example:
"Let’s go over some payment options that might make this easier to budget for. I can also send over a few success stories from graduates who quickly saw a return on their investment, helping them advance in their careers. Would that be helpful?"

Key Points to Emphasize:

1. Value and ROI: Emphasize that the course’s career-focused curriculum and in-demand skills have helped many graduates increase their earning potential, making it a valuable long-term investment.

2. Flexible Payment Options: Highlight any payment plans, financing options, or scholarships that make the course more affordable, showing you’re willing to work with their financial situation.

3. Career Support Services: Reinforce that the course includes career services like resume workshops, interview prep, and networking opportunities, which increase their chances of landing a high-paying job after completion.

4. Success Stories: Share examples of alumni who have advanced in their careers or seen a significant ROI, helping them see the course as a pathway to tangible career growth.