How to respond when a prospect says it's too expensive
During discovery or a demo, your prospect says the price is higher than they expected.
What they might say
- “That's more than we budgeted.”
- “It's too expensive for our team.”
- “I don't think we can justify that.”
What's usually behind it
You may be hearing a hard budget limit or uncertainty about the value. The price alone doesn't tell you which, so understand the concern before offering a discount.
What you can say
- Thanks for being direct.
- Let's pause on price for a moment.
- What are you comparing that cost with?
Try not to
- Offering a discount before understanding the concern.
- Listing more features to defend the price.
How Earshot helps in the moment
Earshot listens live, shows one short card with a suggested line to explore the price concern, and nudges you on pace.
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