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Watching someone actually take a beat and respond beats reading about it, and the ledge technique is exactly the anti-freeze move: when the price question lands, you pause, say a calming holding line, then answer instead of blurting or discounting. Blount demos the rhythm of staying composed under a hard question, which is the real skill here. A starting point for building the reflex, then practice it on low-stakes calls.
How to Use the Ledge Technique for Sales Objection Handling | Ask Jeb
On Sales Gravy (YouTube) by Jeb Blount short
- A short "ledge" phrase buys you a second to stay calm instead of panic-answering when they ask about cost.
- The goal is composure and redirect, not a clever line, so the same move works whether they ask about price or anything else.
- It's a demo you can copy on your next call, which is more useful than one more article about silence.
