Best unexpected line to combat price objection

My father in law just dropped this beauty on me that he uses when negotiating final price... I’m absolutely going to use it but wondered what other gems are out there... preferably bold but respectable. “The bitterness of poor quality lingers long after the cheap price forgotten.”

👑 Sales Strategy

📈 Closing

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rekled

Opinionated

Strategic Account Executive

First and foremost, I want to understand the price objection in greater detail. Are they: a) comparing to an existing solution; b) comparing against a competitor; c) combination of a) and b); or something else (e.g. capped budget). [We spend a significant amount of time researching and understanding our competitive pricing landscape.]

A couple of tactics I use are below depending on the engagement and rapport I have with the prospect.

1. Make sure that we are comparing apples to apples (e.g. SaaS provider vs. legacy on-premise system, or worse a Microsoft product "that is free"). Restate the use cases and our alignment to match or exceed requirements for each.

2. Emphasize that we pride ourselves on being transparent. There are no hidden fees in our proposal and we don't provide extremely discounted rates to secure the sale / vendor of choice and then turnaround and hit them with a carousel of change orders.

3. Happy to review with our leadership team. We definitely want to compete on pricing but also want to ensure that we shine from a 3-5 year Total Cost of Ownership (TCO) perspective and then walk them through the exercise of detailing why.

JDialz

Politicker

Chief Operating Officer

I say all the time “man you’re worried about $10k when you need to be worried about $10MM.”

In the right context it’s a very effective callout.

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dundermifflin

Best unexpected line to combat price objection

2 comments

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