The value conversation
Discover what the buyer means by expensive before changing the offer.
When this helps
The buyer raises price, but you do not know whether the concern is affordability, value, risk, or comparison.
A question to make your own“Is the main concern available budget, the return you expect, or how this compares with another option?”
Learn the comparison
Let the buyer explain the concern. Avoid answering a budget problem with a list of features, or a confidence problem with a discount.
Make the case together
Use confirmed costs and buyer-owned estimates. Label assumptions clearly, include implementation effort, and consider the option of keeping the current approach.
Discuss legitimate options
If scope or timing can change, explain the tradeoffs. Obtain approval before offering a concession. A smaller purchase is useful only if it still solves a worthwhile problem.
What to watch for
Inventing savings, applying a fake deadline, or offering an unauthorized discount.
One thing to try.
Practice one clarifying question, then one follow-up question based on the buyer’s answer.
Put it into practiceTake it to your AI assistant
Add anonymized context to this prompt. Review the response against what you know about the buyer.