Objection Handling Scenarios
Objection: "You're 30% More Expensive Than the Competitor"
Late-stage price objection from an Economic Buyer in a competitive evaluation. Reframe to value or lose on price.
The situation
You are 8 weeks into a competitive evaluation against an established incumbent. Your Champion has done the work, your demo went well, and the Economic Buyer just said on a call: 'We like your platform, but you're 30% more expensive. Why should we pay that?'
Key stakeholders
- Sandra Liueconomic buyerCFO (Economic Buyer)
- James ParkchampionDirector of RevOps (Champion)
Step 1
Decision pointSandra has just delivered the price live, on a video call, with James present.
What's your immediate response?