Quick Reference for Price Objections
Recall pricing-objection moves that compare alternatives, protect margin, and preserve trust.
Objection line 'Your competitor is $2,000 cheaper.' Buyer is comparing headline price during late-stage decision. Your line I understand why that matters. Before we talk discount, let's compare what is included: equipment, roof work, panel upgrade, monitoring, warranty, and install timing. Matching the number before translating the alternative. It respects the buyer's BATNA while preventing an unequal comparison from setting your price floor. Compare Headline price versus equivalent value Use equivalent value before deciding whether a concession is real. Response sequence COMPARE What does COMPARE remind you to do? Principle What is the wrong first move in a price-match request?…
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