When a couple has different priorities, which approach is most effective?

• A. Force the higher priced option.
• B. End the discussion and delay.
• C. Present a balanced tiered option addressing both priorities.
• D. Only present the lowest priced option.

Answer: (C)

When a couple has different priorities, offering a balanced tiered option that addresses both concerns is most effective. This approach shows you’ve listened and are providing choices that align with what matters to each person. By presenting two or three tiers with clear trade-offs, you map out what you get at each price point and how each tier tackles both priorities—like cost, coverage, or timing. This reduces resistance because the higher-priority concern is acknowledged, and it gives both decision-makers a sense of control over the decision. It also keeps momentum by avoiding forceful pushes toward a more expensive option or delaying the conversation, and it prevents underserving one priority by offering a credible middle-ground tier that still delivers meaningful value. In short, a balanced tiered option demonstrates value, respects differing priorities, and helps the couple move toward a solution that works for both people.