Objection handling: understand what’s holding things up before responding.

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?”

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.

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?”

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.

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.