What happens when prospects say, “𝗜𝘁’𝘀 𝘁𝗼𝗼 𝗲𝘅𝗽𝗲𝗻𝘀𝗶𝘃𝗲”?

A sales team frequently hears, “Your product is too expensive,” and struggles to respond effectively. Instead of handling objections, they offer discounts too quickly, reducing profitability and devaluing the product.

𝗣𝗿𝗶𝗰𝗲 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲𝗻’𝘁 𝗮𝗯𝗼𝘂𝘁 𝗰𝗼𝘀𝘁, 𝘁𝗵𝗲𝘆’𝗿𝗲 𝗮𝗯𝗼𝘂𝘁 𝗽𝗲𝗿𝗰𝗲𝗶𝘃𝗲𝗱 𝘃𝗮𝗹𝘂𝗲.

𝗛𝗼𝘄 𝘁𝗼 𝗛𝗮𝗻𝗱𝗹𝗲 𝗜𝘁:

1. Uncover the Real Concern – Ask, “What specifically makes you feel it’s too expensive?” to identify the true objection.

2. Focus on Value, Not Price – Highlight unique benefits, ROI, and long-term savings.

3. Use Social Proof – Share case studies, testimonials, and success stories to reinforce credibility.

4. Compare Cost vs. Cost of Inaction – Show the potential loss of not choosing your solution.

5. Ask the Right Closing Question – Instead of offering discounts immediately, ask, “If prices weren’t a concern, would this be the right solution for you?”

𝗘𝘅𝗮𝗺𝗽𝗹𝗲: 𝗔 𝗦𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝗦𝗮𝗹𝗲𝘀 𝗧𝗲𝗮𝗺 𝗛𝗮𝗻𝗱𝗹𝗶𝗻𝗴 𝗣𝗿𝗶𝗰𝗲 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀
A SaaS company’s sales reps often hear, “Your competitors are cheaper.” Instead of immediately lowering the price, a trained rep responds:

Prospect: “Your software costs 20% more than others.”
Sales Rep: “I understand. Besides price, what’s most important to you in a solution?”

Prospect: “Security and ease of use.”
Sales Rep: “That’s exactly why companies choose us—our advanced security features and intuitive design reduce downtime and security risks. In fact, [Client X] saw a 30% productivity increase using our platform. Would you like to see how it works?”

By shifting the focus from price to value, the salesperson keeps the conversation moving toward a solution instead of a discount negotiation.

𝗪𝗵𝘆 𝗧𝗵𝗶𝘀 𝗪𝗼𝗿𝗸𝘀:
✔ Builds value before discussing price.
✔ Frames the product as an investment, not an expense.
✔ Gives the customer a reason to justify the cost.

𝗪𝗶𝗻𝗻𝗶𝗻𝗴 𝘀𝗮𝗹𝗲𝘀 𝗽𝗲𝗼𝗽𝗹𝗲 𝗱𝗼𝗻’𝘁 𝗱𝗲𝗳𝗲𝗻𝗱 𝗽𝗿𝗶𝗰𝗲𝘀, 𝘁𝗵𝗲𝘆 𝗽𝗿𝗼𝘃𝗲 𝘃𝗮𝗹𝘂𝗲.

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