Recognizing Real Price Resistance vs Symbolic Resistance

Recognizing Real Price Resistance vs Symbolic Resistance

Purpose of This Lesson

To avoid fighting the wrong battle.

Symbolic Price Resistance

Symbolic resistance appears as:

• “This seems high”
• “We need to compare”
• “Budget is tight”

Often this is:

• A reflex
• A negotiation signal
• A justification test

Real Price Resistance

Real resistance includes:

• Clear budget ceilings
• Procurement constraints
• Explicit affordability limits

Real resistance requires re-scoping, not discounting.