How it works
- 01
Set up the scenario
Clarify the comparison before discussing price.
- 02
Role-play the conversation
The customer starts with: “Your proposal is more expensive than the other one.” Adapt your questions based on their response.
- 03
Review, then try again
Did you establish a verifiable difference in scope? Don’t assume the other offer is less comprehensive.
What does this practice session look like?
She’s comparing your proposal with a lower-priced offer whose scope is still unclear.
The customer says: “Your proposal is more expensive than the other one.” Here’s one possible response.
“Which services are included in the other proposal, especially when it comes to implementation?”
What scenario should you practice?
After a brief presentation, the prospect says: “It’s too expensive.” Are they comparing it with a competitor, their budget, or the value they see in it? You don’t know.
Ask them to clarify the comparison, rephrase the concern, and respond with facts. Accept that a real constraint may mean your offer isn’t the right fit.
What phrases can you try?
Adapt these to your own words. They’re for practicing an approach, not reciting a script.
- “What option are you comparing it with?”
- “Is the concern about the total amount, the timing of the expense, or the expected benefit?”
- “If we adjust this scope, would it still meet your needs?”
What mistakes should you look for in the debrief?
Review your phrases in the call report and look for these.
- Contradicting how the customer feels.
- Listing benefits that don’t address the concern.
- Making up a guarantee, a result, or a reason to act urgently.
What exercise should you do this week?
Practice the same objection with three different hidden reasons. Your first response should be a clarifying question. In the debrief, check that your argument addresses the reason you uncovered.
Change only one thing at a time. A simulation doesn’t guarantee results on your real calls. It gives you a place to practice. See call simulations and pricing.
