When They Say: Too Expensive
Do not defend or cut the price at once; ask what they are comparing it with, then compare the fee with the cost of the problem.
Built from practitioner methods; no studies test this sequence for price objections.
Why it works
Expensive is always relative to something: another vendor, last year's budget, or doing nothing. Until you know which, any answer is a guess, and a quick discount tells them the price was never real.
How to do it
- Pause, then repeat their word as a question: expensive?
- Ask what they are comparing it with.
- Bring back the cost of the problem they told you earlier.
- If budget is the real limit, offer a smaller scope, not a lower rate.
- If you give anything, get something back.
What to say
Expensive?
Compared to what?
You mentioned two months of empty territory costs you around 40 lakh. Our fee is paid only when the person joins. How does that compare?
If budget is tight this quarter, we could start with one role instead of three.
Avoid
Saying: okay, I can do 7% instead of 9%. You have just taught them that pushing works.
Example
When the CFO of a Jalandhar potato seed firm said 10% was too much, Harpreet asked what he was comparing it with. It turned out a portal subscription cost less but had produced nobody in four months. They signed at 10%.
Practise it
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