Free training · Price
They found someone cheaper. Push them away.
When a prospect says a competitor is cheaper, most closers defend. When you push, they defend the cheaper option. When you step back, they explain why it's not the same.
The one rule: don't chase.
Pulling back is not giving up. It's letting them argue for you.
- Step 1
Stay calm
“Okay…”
- Tone
- Concerned, slow. No defensiveness in your voice.
- Step 2
Push away
“I don't want to shoot myself in the foot here… but if they do the same thing, should you not just take the cheaper option?”
- Why it works
- You give them permission to leave. Most people then explain why they won't.
- Step 3
Ask the follow-up
“What do you mean, not the same?”
- Listen for
- The real difference they care about: results, speed, quality, trust.
- Step 4
Bring it back to value
“So is the cheapest price most important to you, or getting [their goal]?”
- Tone
- Say “cheapest” like it tastes bad. Nobody wants the cheap option.
- Step 5
Practice drill
Role-play it 5 times with different competitors.
- Do this
- Let your colleague be stubborn once. If they really only want the cheapest, let them go. It's a fit question.
Want me to run this with you on your calls?
In 1:1 mentoring we go through your real recordings and turn this into your own close. Apply in 2 minutes.