Reframe "Too Expensive" Into Tradeoffs

The reframe: price is a comparison, not a standalone fact. Diagnose the price objection Ask whether the concern is budget availability, value proof, risk, or comparison. Each requires a different response. Avoid reflex discounts A discount may help when price is the only gap, but it is harmful when the real concern is risk or unclear value. It answers the wrong question. Build the comparison Put the proposal beside the status quo, a smaller pilot, or a scoped-down package. The buyer can then choose the tradeoff instead of reacting to a number.

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