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First I hope that no one is quoting prices on the phone or via email. Even if you are the cheapest in the country this mistake will cost you enrollments.

Second I am truly hoping you are all charging premium prices.  Now how do you overcome the price objection, which you will have no matter what you are charging. You must always over deliver on your services.

Here is how it should work. When someone comes in to your school for their 2 free into classes, these classes need to be so amazing that when the time comes to quote price the prospect is relieved because they thought it would be more. If they can't afford your service, they at least understand the reason for it being priced as it is. Don't try to justify your price, you will always lose doing this.

The final thing, believe you are worth more than you are charging. We, as martial arts teachers and business owners are professionals. You don't negotiate with your dentist or doctor.  If the prospect can't afford your services then you really don't want them.

Why are their price objections? One because the prospect doesn't know what else to ask, and they need to see if they can budget the costs. If your program is amazing the objection will be gone.