Handle Price Objections Without Discounting

(4‑Step Playbook)

Handle Price Objections Without Discount : A simple 4‑step system to handle “too expensive” without dropping price: clarify, isolate, reframe to ROI, confirm the next step. Scripts included.

Why price objections happen

(and what they really mean)

Most “price” objections are value clarity issues, not pure budget. If the prospect hasn’t tied your offer to a specific outcome, price feels like a cost, not an investment. Fix the underlying gaps (discovery → outcomes → risk), and “too expensive” fades.

Principle: Calm first, then technique. Regulate feelings → ask better questions → connect price to outcomes.

The 4‑Step Playbook (KiSS)

1) Acknowledge & Clarify (don’t defend)

• “Totally fair—this is a real investment.”

• “Help me understand—what part feels misaligned: the timing, the scope, or the total?”

• Compared to what - have you seen an other offer?

• Pause. Let them talk. Take notes.

Goal: surface the real blocker (budget, priority, risk, stakeholder).

2) Isolate the price

• “Aside from the price, does everything else make sense?”

• “If the price were solved, would you move forward this month?”

Goal: confirm that price is the issue before you fix it.

3) Reframe to outcomes & ROI

• “You told me the problem costs ~$3k/mo. This is $99/mo equivalent ($99/yr in our case). If we reduce the loss by even 25%, the math works.”

• “What would success 90 days from now look like in numbers?”

• “Let’s quantify the cost of inaction.”

Goal: connect value > price with simple math.

4) Confirm & Invite (clean, not pushy)

• “Does that address your concern?”

• “Next sensible step: start the 7‑day trial, run the objection sprint, and we’ll review results. Want me to set that up now?”

Goal: close the loop and move.

Avoid these common mistakes

• Instant discounting. It teaches prospects your price isn’t real. Trade scope/timing, not value.

• Feature dumping. Price objections are about outcomes + benefits, not features.

• Arguing about costs. Keep the frame on their economics.

• Letting the stall live. Always confirm you solved it and invite next steps.

Example scripts (situational)

B2B consultant

“You mentioned missed follow‑ups cost ~2 deals/month ≈ $4–6k. Our system is $99/yr. If we recover even one deal in 90 days, it pays for itself several times. Aside from price, is everything else aligned?”

Coach/solopreneur

“When you said ‘too expensive,’ was that timing, cash‑flow, or uncertainty about results? If we map the first 7 days to one booked call, would that shift the math for you?”

Services (agency)

“If we stop the churn that’s costing you ~$1.2k/mo, does a $99/yr training investment still feel high—or sensible? Want to trial the objection sprint for 7 days and review?”

44 Objections you can Handle

FAQ

Q: What are the 4 steps to handle price objections?
A: Acknowledge & clarify → isolate price → reframe to outcomes/ROI → confirm & invite.

Q: How do I respond to “It’s too expensive”?
A: Validate, clarify what “expensive” means, run quick ROI math using their numbers, then invite the next step.

Q: Should I discount?
A: Avoid immediate discounting. Trade scope, payment terms, or timing if needed—protect your value.

Q: What are the 3 F’s?
A: Feel–Felt–Found can work, but prioritize diagnosis + ROI over canned rebuttals.

Q: How do I prevent price objections?
A: Better discovery (budget/authority/impact) and explicit outcome math before you present price.