Sales Script: 'It's Too Expensive'

PROSPECT: "To be honest, it's just too expensive. We don't have the budget for that right now."

SALES REP:
"I completely understand. A lot of my best clients actually said the exact same thing when we first showed them the pricing."

[Pause for 2 seconds]

"Let me ask you a question, [Name]: Is the issue that you don't have the cash flow right now to afford it, or is the issue that you aren't fully convinced this is going to generate a high enough ROI for you?"

IF THEY SAY 'CASH FLOW':
"Got it. If it's purely a timing issue, what if we split the payments over 3 quarters, or deferred the start date by 60 days? Would that make it viable?"

IF THEY SAY 'NOT CONVINCED OF ROI':
"I appreciate the honesty. That means I haven't done my job showing you the exact financial impact this will have. You mentioned earlier that [Pain Point] is costing your team 15 hours a week. If we eliminate those 15 hours, at your team's hourly rate, this software actually pays for itself in Month 2. Let's look at the math together really quickly..." 

💡 Pro Tip

Never immediately defend the price or offer a discount. Acknowledge their concern, then isolate the objection.

📌 When to Use This Template

B2B Sales, High Ticket Coaching, Agency Services

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