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Objection GuideMarch 11, 20267 min read
How to Handle Price Objection in Outreach
Objection response grid. By stage breakdown.
priceobjectionbudgetresponseObjection to Response
"Too expensive"
Break down value vs cost. What would it cost them to keep the problem? Offer payment terms or phased scope.
"We don't have budget"
Acknowledge. Ask when budget resets. Suggest a smaller pilot. Add to nurture for next cycle.
"Need to think about it"
Offer a short call to answer questions. Propose a trial or test. Set a follow-up date.
"Your competitor is cheaper"
Differentiate on outcome, not just price. What do they get for the extra? ROI, support, guarantee.
By Stage
In email
Don't lead with price. Lead with fit and outcome. Mention range only if asked.
On call
Qualify budget early. If budget is a blocker, reframe to value or suggest smaller step.
After proposal
Offer options: full scope, phased, or pilot. Let them choose.
If they said not now: nurture timeline. For competitor objections: handling we already have someone.
FAQ
Should I put price in the first cold email?
Usually no. Cold email is for starting a conversation. If they ask for price before a call, give a range and offer to discuss specifics on a short call.
What if they say your price is 2x the competitor?
Ask what they're comparing. Often it's apples to oranges. Explain your differentiators. If you're truly premium, own it; some buyers want that.
How do I handle 'we have no budget'?
It might be real or a soft no. Ask when budget resets. Offer a free or low-cost audit. Add to nurture. See when business says not now for nurture timing.