Sales calls
How to handle “It’s too expensive” on a sales call
You’re talking to Lisa, a prospect. The goal: find out what’s really behind “too expensive” before you touch the price.
Your first line
Lisa starts with “Honestly, it sounds good, but it’s just too expensive for us right now.”
“Totally fair, and I’m not going to argue with you. Besides the price, is anything else making you unsure?”
Agree first, then isolate it. You don’t defend the price or discount it; you find out whether price is really the problem.
What Lisa might say, and what to say back
Lisa: “I’d need to think about it.”
You: “Of course. What part do you want to think over: the cost, or whether it’ll actually work for your team?”
Lisa: “We tried something like this before and nobody used it.”
You: “That’s a real worry. Could we do a short call with whoever would use it daily, before you decide anything?”
Lisa: “Can you just send me something to look over?”
You: “Happy to. Can we also put 15 minutes on Thursday to go over it together, so it doesn’t sit in your inbox?”
Two things that trip people up
- Jumping straight to a discount the moment you hear “too expensive.”Ask what’s behind it first. A discount won’t fix a worry that it won’t work.
- Fake urgency like “this price ends today,” or ending with “let me know.”Offer one small, honest next step with a day and a time.
Now say it out loud
Reading the words isn’t the same as saying them. Practice this one with Lisa pushing back like the real person would. Then your coach, Ace, fixes your exact words. The move to focus on: Isolate it.
Practice this one free3 free reps a day. No sign-up. Out loud or typed.