Andy Elliot Objections Practice Test

When price concerns come up, the guiding idea is value for the price—the notion that what matters is what you get for what you pay. This shifts the talk from “how low is the price?” to “what tangible benefits do I receive for that price?” by tying cost to real advantages like features, safety, reliability, fuel efficiency, and lower total ownership costs. That framing helps the buyer see that a higher upfront price can be justified if it delivers greater overall value over time. The other statements don’t fit as well: treating price as the only factor overlooks the benefits the buyer gains; the color of the car is irrelevant to value; and saying monthly payments are irrelevant ignores how budget and payment terms shape perceived value. So the emphasis on value for the price is the most effective principle.