Price / Money
What to say when someone says they could get it cheaper elsewhere
A prospect said they could get someone cheaper.
When a prospect says they could get someone cheaper, do not drop your price to compete. Say: "It sounds like price is the main thing holding you back." If price truly is the issue, they confirm it. If something else is buried underneath, this surfaces it.
“It sounds like price is the main thing holding you back.”
Tip: Deliver it as a calm observation, not a challenge. You are not daring them to leave, you are checking whether price is the whole story.
Why this works
The cheaper-elsewhere line is often a test, not a fact. Matching it hands away your margin and your authority at once. Naming price as the blocker forces a clear answer instead.
Either they confirm price is everything, which tells you exactly what to address, or they hesitate, which means the real objection is trust, timing, or fit. Now you can find the thing that matters before you touch your number.
The trap
What most people say, and why it backfires
✕“Well, I can match that price.”
You just confirmed your price was inflated and made the cheaper competitor the anchor. The next thing they test is how much further you will go.
✕“They can't do what I do.”
Trashing the competitor sounds insecure and makes the client defend their option. Let the difference in scope speak instead of attacking.
When they push back
Have your next line ready
If they say: "Yes, it's just about price."
Say: "Understood. What would the cheaper option need to deliver for it to be the better deal?"
If they hesitate or add another reason.
Say: Follow the new reason: "Tell me more about that part. That sounds like the thing that matters here."
How to deliver it
Say it once and let the pause do the work. Their hesitation before answering tells you as much as the answer does. Resist the urge to start selling into the silence.
Before you walk in
Five things to have ready
Frequently asked questions
What if they really do have a cheaper quote?+
A cheaper quote is rarely the same scope. Move the conversation from price to what each option actually includes, where the cheaper one almost always thins out.
Is it bad to lose a deal over price?+
A client who buys purely on price leaves the moment someone undercuts you. Losing that deal protects your margin and your time for clients who value the work.
Should I ever mention my competitor by name?+
No. Comparing yourself to them keeps them in the room. Keep the focus on what your work delivers and let the client make the comparison themselves.
What if price truly is the only issue?+
Then you scope to their number or you pass. Offer a smaller package that fits the budget, or let them go to the cheaper option and keep your margin intact.
This line works for most of these conversations. Yours has specifics it doesn't.
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