SDRs, AEs, and founders hearing price pushback
"Too Expensive" Response Script (3 Proven Replies)
Three copy-paste replies for price objections: uncover, anchor-to-outcome, and reframe-the-gap. Pick by tone.
1. UNCOVER: "Help me understand — is it the number itself, or that you are not seeing how it fits the budget yet?" 2. ANCHOR: "What would need to be true for this to feel like a no-brainer investment six months from now?" 3. REFRAME: "What is the cost of the things your current setup is not solving?"
How to deliver it
- Never defend price first. Diagnose which of the three meanings they intend.
- Say the reply, then stop. The next sentence belongs to them.
- Practice all three out loud — reading is not readiness.
Frequently asked questions
Should I ever discount immediately?
No. Instant discounts train buyers that pushing works and erase your value in one sentence.
Which reply works best?
Uncover wins most often because price usually masks an unnamed concern. Reframe wins enterprise.
Where do I practice these?
In the Pitchroom simulator with the objection set to too-expensive, against an AI buyer who pushes back.
Related scripts
Scripts are the start. Reps are the skill.
Run this script against an AI buyer who interrupts, objects, and scores you. Free.