Sales calls
Handling a price objection
A buyer liked your demo. Now they say your price is too high compared to what they expected.
- Difficulty
- Medium to hard
- Duration
- 10-15 minutes
The situation
Two weeks ago you ran a demo for the operations manager of a logistics company. The feedback was positive and they asked for a proposal. You sent it. Today they called and said the price is well above what they had in mind. They mentioned they are "looking at other options". You know which problems they described in the demo. You do not know their budget, who else is involved in the decision or what the other options are.
Your goal
Find out what is really behind the objection and agree on a next step that keeps the deal moving, without offering a discount you have not earned.
Who you talk to
Operations manager at a prospective client
Friendly, practical and short on time. Interested in solving the problem, but cautious about spending and about looking bad internally if the purchase does not work out.
The counterpart also has private goals and information that are never shown upfront. You discover them only through the conversation, the same way you would in real life.
Skills you practice
- Staying calm when price comes up
- Asking questions to find the real objection
- Connecting price to the cost of the problem
- Avoiding early discounts
- Closing for a specific next step
What the feedback looks at
- Whether you explored the objection before answering it
- How well you tied value to the buyer's own problems
- Whether you discovered who else is involved in the decision
- Whether discounts or concessions were offered too early
- Whether the call ended with an agreed next step