Price objection examples

What to say when a customer asks for a discount or says your quote is too expensive

Do not defend every line or cut an unchanged scope by reflex. First learn whether the concern is budget, scope, timing, or a comparison that includes something different.

1. Ask which part is creating the concern

Thanks for letting me know. Is the concern the total budget, a particular part of the scope, or how this quote compares with another option? If you tell me which, I can give you a useful answer.

This keeps you from solving the wrong problem. It also gives the customer room to decline without a sales argument.

2. Clarify a like-for-like comparison

That makes sense. If you are comparing quotes, check that the scope, materials, exclusions, timing, and follow-up work are the same. I am happy to clarify what is included in ours without criticising another provider.

Only mention inclusions that are actually in the written quote. Do not imply competitors are unsafe or inferior without evidence.

3. Offer a smaller scope, not a mystery discount

If the total is outside the current budget, I can check whether there is a smaller scope that still meets the essential need. I will set out what changes and re-price it clearly rather than quietly removing items.

A revised option should identify what is excluded and whether the change affects performance, timing, warranty, or compliance. Some work cannot safely be reduced.

4. Answer a direct discount request

Thanks for asking. I do not want to reduce the price while leaving it unclear what would change. If budget is the issue, I can check a smaller scope, a different option, or a later phase and set out the difference clearly. If you need the same scope, the current quote stands.

You can choose to discount when it is commercially appropriate, but make the decision deliberately. Never invent a padded starting price, a fake “today only” reduction, or an unsafe scope cut just to create room.

5. Separate timing from price

If the issue is timing rather than the amount itself, would you like me to close this quote or revisit it around a date you choose? Pricing and availability would need to be confirmed again then.

Do not promise that an expired quote will remain available at the same price.

6. Close the loop cleanly

Understood, and thanks for the clear answer. I will close the quote for now. If the project changes later, you are welcome to get back in touch and I can confirm the current scope, price, and availability.

A polite close is often better than an endless sequence. Stop immediately if the customer asks not to be contacted.

Before sending any price-objection reply

Check the actual quote, inclusions, exclusions, validity period, and authority to revise the scope or price. Avoid fake deadlines, unsupported savings claims, or saying that a price is “the cheapest” unless you can substantiate it.

Turn the real concern into a usable response.

Use the free private objection generator for one reply. For recurring scenarios, the A$7 Quick Script Pack contains 12 adaptable scripts and a compact follow-up routine.

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