Practice

Benchmark answer for this question

Fictional example for learning only. It is not your experience; replace every detail with facts that are true for you.

I wouldn't defend the price or discount right away, because I first need to know what “too high” means to them. I'd ask what they're comparing it with and which part of the package matters most. Then I'd connect the features they actually need to the price and clarify what's included — setup, support, contract length — since prospects often compare a full package with a basic one. If budget is the real issue, I'd offer a smaller package or a different payment schedule, but only within the options I'm authorized to give. If it still isn't a fit, I'd say so politely and keep the door open. At my last job selling office-equipment leases in Tampa, I handled this objection about ten times a month, and asking first turned roughly a third of those into signed contracts. Good negotiation and persuasion start with listening.

Why this example works

It explores the objection first, links value to the customer's need, respects pricing authority and is backed by experience.

• Concrete steps: Ask → compare package scope → offer authorized options → accept a non-fit
• Explains why: “because I first need to know what “too high” means”, “since prospects often compare a full package with a basic one”
• Specific, not general: “about ten times a month”, “roughly a third”, Tampa
• Avoids generic phrases: Concrete actions only
• Connects to the role: Names negotiation and persuasion

What you can learn from it

Ask before defending the price; adapt the offer only within the options you are allowed to make.

Make it yours — with true details only

Use your real objection-handling experience and real conversion numbers if you know them; otherwise drop the numbers and describe one real conversation.

From generic to evidence

Generic: “I'd tell them our product is the best and offer a discount.”
With evidence: “I'd ask what they're comparing it with, connect the included setup and support to their needs, and offer a smaller package within my authority, because the objection is often about scope, not price.”

Mistakes that cost points

• Discounting immediately — Ask questions first
• Arguing with the prospect — Acknowledge and explore
• Offering terms you can't approve — Stay within your authority
• No reasoning — Explain why each step works