💰 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

📞 Prospecting

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Price Objection Role Play: "It's Too Expensive"

Script (2 speakers)

What Makes This Work

More Examples

Cold Call Role Play: "Just Send Me an Email"

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Buying Committee Roleplay: One Rep, Three Stakeholders

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