Mastering Price Objections: 11 Winning Responses Every Marketing Pro Needs
- Maneesh Konkar
- Nov 21
- 3 min read
If you’re in sales or marketing, you know that price objections are the ultimate test—and they come up every day. Your client hears your price and almost instinctively tries to knock it down. Maybe they start with half your price, or ask for freebies, or compare you unfavorably with a competitor. How you handle this moment can make or break your deal, your targets, and your confidence as a salesperson.
Don’t let price objections rattle you. Instead, transform them into opportunities with these 11 powerful responses—each designed to shift the conversation, highlight value, and inspire your customer to say YES more often.
1. “Good Things Aren’t Cheap, And Cheap Things Aren’t Good”
Kick things off by reminding your customer about the value your product brings. This moves the focus away from price and towards quality. Then explain how your product outperforms cheaper alternatives—durability, features, service—that justify every rupee spent.
2. “Nobody Gives Discounts Because Their Products Are Selling Too Well”
Create a mindset shift by showing that if your competitor is heavily discounting, it’s often because their products aren’t moving. Give a real example from your client’s market showing where discounts are concentrated on slow-moving items—not crowd favorites.
3. “Are They So Desperate?”
Gently plant doubt about competitor discounts by asking a tone-inflected question: “20% discount? Last week it was 10%, what changed?” This makes your customer question if the competitor's price drop signals desperation or quality issues.
4. “What Would Be More Important to You: Price or Cost?”
Price is one thing, but cost is everything. Educate your customer on total cost of ownership. For example, a pricier AC may cost more upfront but saves on electricity and maintenance. Help them see the bigger picture beyond initial price tags.
5. “I See You Appreciate Value—Look at Your Premium Choices”
Use observational insights—if your customer drives a Mercedes or wears a luxury watch, highlight that they recognize value and quality. Show how your product fits that same premium mindset and will serve them well.
6. “Maybe I Didn’t Explain the Value Well Enough”
Own the interaction positively. If there’s confusion or objection, say “Let me explain why this product truly delivers on value.” Then clearly articulate benefits, features, and support that justify the investment.
7. “People Who Give Discounts Often Cut Corners Elsewhere”
Position your product as a complete package. Highlight superior warranty, customer service, trained support teams, or other extras your competitors don’t offer. This reassures clients about their long-term satisfaction.
8. “Let’s Look at Cost Per Use Over the Product Life”
Use relatable examples—like an expensive but durable shoe—and calculate how small the daily cost is over the product lifecycle. This simple math demystifies pricing and reframes it into an “everyday value.”
9. “Consider Lower Variants to Match Your Marketing Budget”
If price remains a hurdle, offer a practical alternative. Present a slightly lower variant that still meets core needs but fits their budget better, keeping the conversation open and collaborative.
10. “Our Product Isn’t Meant for Everyone—It’s for Value Conscious Buyers Like You”
Sometimes exclusivity sells. Position your product as premium and selective, designed for buyers who want quality and can recognize it. This builds pride in the decision and justifies the higher price point.
11. “Here’s What Our Sales Data Shows”
Support your pitch with hard facts—number of buyers, growing demand, retention rates. Show clients they’re joining a winning brand trusted by many, reinforcing confidence and reducing objections.
Final Thought: Own Your Price Objections With Confidence and Grace
Price objections are NOT roadblocks; they’re your chance to shine. Every time you answer confidently with value, empathy, and evidence, you build trust, strengthen relationships, and close deals smarter.
Embed these responses in your toolkit, tailor them to your customers, and watch your conversion rates soar. Because handling price objections like a pro isn’t just about sales—it’s about elevating your whole career and reputation.
Get excited, stay prepared, and go win those deals—your success story starts here
For those of you who prefer watching a video - enjoy.
Maneesh is an MBA from IIM Bangalore and started his career with ITC. He runs Direction One, a corporate training & digital marketing agency.
Online Courses - www.directiononeconsulting.com
Contact him at directiononeonline7@gmail.com
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