Scenarios
Business Deals
Every business conversation is a negotiation, and most deals are lost on a handful of predictable moments. Here are the exact words for each one.
Most deals are not won or lost on the proposal. They are decided in a few predictable moments: the price flinch, the lowball, the stall, the 'we could go cheaper.' Handle those moments well and a good proposal closes itself. Handle them by defending or discounting and even a strong offer leaks margin.
The thread through every script here is the same. Do not argue your value and do not cut your price on reflex. Ask the question that hands the problem back, and let the other side tell you what they can do. Pick the moment you are facing and take the line in with you.
The scripts
What to say when a client says your price is too high
A client said your price is too high.
See the line →Price / MoneyWhat to say when someone says they could get it cheaper elsewhere
A prospect said they could get someone cheaper.
See the line →Scope CreepWhat to say when a client asks for 'just one more thing'
A client asks you to add a feature, round of revisions, or extra deliverable that isn't in the contract.
See the line →StallsWhat to say when they stall to 'talk to their partner'
The prospect says, "This looks great, but I need to run it by my business partner before we sign."
See the line →Scope CreepWhat to say when a client wants to renegotiate mid-project
The client says, "We need to rethink the scope. The budget situation changed and we need to cut back on what we originally agreed to."
See the line →CollectionsWhat to say when a client keeps dodging your invoice
Your invoice is 30+ days overdue. The client has ignored two follow-ups and one phone call.
See the line →Frequently asked questions
How do I hold my price without losing the deal?+
Lower scope, not price. If the budget is real, remove deliverables to meet it. Cutting the number while keeping the work teaches every future client to push.
What do I say to a lowball offer?+
Do not counter it directly, which legitimizes it as a starting point. Ask how they arrived at that number, and the conversation moves from their anchor back to your value.
How do I handle a client who keeps asking for more?+
Tie every new request to a trade. 'I can add that, and here is what shifts in scope or timeline' stops the slow give-away without a confrontation.
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