10 Lines for “Too Expensive” (And When to Use Them)

Ten proven lines to reframe “too expensive” to value and ROI—plus a 60‑second call flow, do’s/don’ts, and a follow‑up email template.

The 60‑second rescue flow (use this in real calls)

1. Acknowledge: “Totally fair—this is a real investment.”

2. Clarify: “What part feels high: timing, scope, or total?”

3. Isolate: “Aside from price, is everything else right?”

4. ROI: “If it recovers even one deal/3 hrs a week, does the math work?”

5. Invite: “Want to trial it for 7 days and review results?”

10 situational lines (with intent)

Clarify the real blocker

1. “When you say ‘expensive,’ do you mean cash‑flow this month, or uncertainty about results?”

2. “What would make the price feel like a no‑brainer—specific outcome or timeline?”

Isolate price
3) “If price were solved, would you move forward this month?”
4) “Is anything besides price holding this back—stakeholder, timing, or risk?”

Reframe to ROI/outcome
5) “You said the problem costs ~$X/mo. If we cut that by even 25%, the investment pays for itself.”
6) “Let’s map the first 7 days to one concrete win—what’s the smallest result that proves value?”

Trade value (not discount)
7) “If we phase scope or start with a sprint, does that align with your budget without changing price?”
8) “If we include the objection sprint/check‑in, would that de‑risk it enough to start?”

De‑risk & move
9) “Prefer to test it? Start the 7‑day trial today, and we’ll review together on Day‑7.”
10) “What would you need to see this week to keep it after Day‑7?”

Do’s & don’ts..

Do

• Validate first, then question.

• Use their numbers for ROI.

• Invite a low‑friction next step.

Don’t

• Argue or defend cost.

• Feature‑dump.

• Discount by reflex.

Stakeholder & budget surfacing (prevention)

Ask these before price:

• “Who else cares about this result?”

• “What does a good outcome look like in 90 days?”

• “How are decisions like this normally approved?”

• “Is there budget this quarter, or should we phase for cash‑flow?”

Follow‑up email template (price objection)

Subject: Quick math on ROI (and an easy next step)
Body:
Hi {{Name}},
Fair call on price. Based on what you shared ({{problem}} ≈ ${{cost}}/mo), even a modest {{%}} improvement covers the investment.
Fastest way to prove it: start the 7‑day trial and run the price‑objection sprint. I’ll block 10 minutes on Day‑7 to review results and decide together.
Want me to set it up?
— {{Your Name}}

FAQ (schema‑friendly Q&A)

Q: What are the best objection‑handling techniques for price?
A: Clarify the real blocker → isolate price → reframe to ROI using the buyer’s numbers → confirm and invite.

Q: How do I answer “Your price is too high”?
A: Validate, ask what “high” means, map to outcomes, and propose a low‑friction trial + review.

Q: When should I discount?
A: Only for strategic reasons (volume/term), not as a reflex. Prefer phasing or scope tradeoffs.

Q: Can I prevent price objections entirely?
A: You can reduce them dramatically by surfacing budget/authority early and tying price to outcomes in discovery.