Price-Value Objection Cards
Recall practical responses for price objections while preserving value-for-value negotiation.
Competitive anchor Your competitor is 20% cheaper. The buyer is comparing price before agreeing on success resources. Match the discount immediately to stay in the deal. Your line That may be the right option if the scope is the same. Can we compare the job you need done, the implementation support, and the risk coverage before we compare percentages? It avoids attacking the competitor and moves the buyer from price position to value criteria. Concession posture Which concession move protects value? BATNA discipline means generosity is conditional, not panicked. BATNA recall What question should you ask before discounting? What constraint…
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