💰 Objection handling
Price Objection Role Play: "It's Too Expensive"
The most common objection in sales. In this role play the rep does not discount: they ask what the price is being compared against, quantify the cost of the current problem and turn the conversation to value.
Script (2 speakers)
Rep: Thanks for taking the call, Mr. Hale. You said the proposal looked good?
Hale: It looks good. It also costs forty percent more than what we pay now.
Rep: That's fair. Can I ask what exactly you're comparing it against?
Hale: Our current provider. Same features, cheaper.
Rep: |mm| Same features on paper. How many hours did your team lose to downtime last quarter?
Hale: <sigh> Honestly? Too many. Maybe sixty.
Rep: At your team's rate, that's more than the price difference. In one quarter.
Hale: Hm. I hadn't put it that way.
Rep: What would you need to see to take this to your CFO?
Hale: Put that downtime math in writing. And include onboarding.
Rep: Done. I'll send it today, and let's book twenty minutes with your CFO on Thursday.
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What Makes This Work
- ✓Asks what the price is compared against before defending it
- ✓Quantifies the cost of the problem (60 hours of downtime)
- ✓Never discounts; reframes to value
- ✓Ends with a concrete next step and a date
More Examples
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Prospecting
Cold Call Role Play: "Just Send Me an Email"
An SDR turns the classic brush-off into a booked meeting.
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Discovery
Discovery Call Role Play Example
The rep uncovers the real reason a buyer is shopping for new software.
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Objection handling
Competitor Objection Role Play: "We Already Use Another Tool"
The buyer is happy with a competitor. The rep finds the gap without attacking it.
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Retention
Retention Role Play: Saving a Cancellation
A customer calls to cancel; the account manager finds the real reason.
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