Objection Battlecards for Discount Pressure
Respond to discount pressure by comparing alternatives and trading concessions.
Competitor price Vendor B is 20% cheaper. Procurement introduces a lower quote late. Your line Let's compare scope, timeline, support, and risk so we know whether the options are equivalent. If budget is the gap, we can discuss scope or term trades. Matching the number before testing whether the alternative is real and comparable. BATNA discipline starts with comparable alternatives. Budget ceiling We only have $80K approved. Buyer likes the full plan but names a funding cap. We can design an $80K path by phasing the rollout. The full scope needs the full investment because it includes launch support and…
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