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Turning Price Objections into Strategic Sales Wins: A Guide for Business Leaders
- Tom Scabareti
- Feb 18
- 2 min read
Has this ever happened to you?
You finish your sales presentation, and your customer says, “That price is too high!”
I’m sure this has happened to all of us at one time or another. And how did you respond?
1. “Oh no, let me see if I can lower the price!”
2. “Well, well, that’s the best I can do!”
3. “Obviously, you have no grasp on reality!”
4. You say nothing because you don’t know what to say.
Hint: None of these are good answers.
A Better Approach
Instead, try this: Pause and say, “Too high?”
Without understanding what they mean, you can’t provide a valid response.
By acknowledging the validity of their objection, you turn a potentially costly confrontation into a sincere opportunity to collaborate on a solution that benefits both parties.
More importantly, this straightforward approach helps uncover the difference between the price you quoted and the number the customer has in mind.
Once they explain what "too high" means, you can:
Add value to your solution by recapping its benefits.
Highlight the potential risks of buying based solely on price.
If they still object, gracefully thank them and ask for an opportunity to provide a proposal the next time.
Key Takeaway
Salespeople are often trained to reply first without truly understanding the objection.
Be different.
Understand the objection.
Acknowledge it.
Provide a strong value proposition to justify your proposal.
If you want to hone this skill or learn more, reach out to me—helping sales teams perform better is what I do!
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