1) Acknowledge & Empathize First
Never argue with the objection. Start by validating the concern.
Script
Customer: “It’s too expensive.”
Rep: “I completely understand—budget is always important.”
Why it works
- Lowers defense
- Builds rapport
- Buys time to reframe
2) Shift Focus from Price → Value (ROI)
Show outcomes, savings, and risk reduction rather than the sticker price.
Rebuttal
“I agree it may look high upfront. But when you calculate, it actually saves ~₹50,000 in extra costs over the year.”
ROI Calculator
3) Break Down the Cost
Make price relatable by dividing into a daily/weekly equivalent.
Rebuttal
“That’s true—broken down, it’s ~₹50 per day (less than a coffee) to protect your family/business.”
Daily Cost Calculator
4) Compare with Alternatives
Position value against cheaper options by highlighting risks and missing benefits.
Rebuttal
“Yes, there are cheaper options. But they lack 24/7 support and lifetime warranty. Would you want to risk long‑term issues for a small upfront saving?”
Value Table
| Feature | Us | Cheaper Alt |
|---|---|---|
| 24/7 Support | ✔ | ✖ |
| Lifetime Warranty | ✔ | ✖ |
| Free Upgrades | ✔ | ✖ |
5) Use Social Proof
Share client outcomes and quick caselets to de‑risk the decision.
Rebuttal
“Many clients felt the same at first—but after using it, the benefits far outweighed the cost.”
Proof Snippet
“Company X invested ₹20,000 and saved ₹60,000 in operational costs within 3 months.”
6) Offer Flexible Payment
Offer EMIs, trials, or starter packages if your policy allows.
Rebuttal
“Totally understand. That’s why we offer flexible EMIs—start with just ₹2,000/month instead of paying full upfront.”
EMI Estimator
✅ Golden Line
“It’s not expensive if it delivers more value than it costs.”
⚡ Quick Practice Activity
Pick one of your products and write 3 value‑based rebuttals to “It’s too expensive.”
🎯 Live Scenarios & Scripts
1) Price Objection
Customer: “This product is too expensive.”
Salesperson: “I understand—many clients felt the same. They found that within 3 months it saved double. Eg: Company X invested ₹20,000 and saved ₹60,000. Would you like to see similar savings for you?”
2) Trust Objection
Customer: “I need to think about it.”
Salesperson: “Absolutely. To decide confidently, here’s a quick success story—same industry saw +35% revenue in 2 months. Which part should I clarify: product, pricing, or results?”
3) Need Objection
Customer: “I don’t need this now.”
Salesperson: “I hear you. Many felt that—until they saw the cost of waiting. One client delayed 6 months and missed ~₹5 lakh. If I show immediate results, open to reconsider now?”
4) Timing Objection
Customer: “Call me later.”
Salesperson: “Of course. So I respect your time, what works—tomorrow morning or evening? (If later:) Totally. Out of curiosity, what would need to happen for it to be the right time?”
5) Competitor Objection
Customer: “Your competitor is cheaper.”
Salesperson: “Fair point. Many compared us too—chose us for 24/7 support, lifetime warranty, free upgrades. Would you prefer small upfront saving or max long‑term reliability?”
6) Advanced: Future Pacing
Customer: “Maybe later.”
Salesperson: “Totally fine. Imagine 6 months from now—your team uses this and costs drop 30%. Wouldn’t starting today be better than waiting?”
Mini‑Quiz: Price & Common Objections
Choose the best answer. (Instant result below.)