How to handle B2B pricing objections without discounting too fast

Question

Pricing objections are tricky because sometimes the buyer is telling the truth, and sometimes price is just the easiest objection to say out loud. I used to react too quickly by trimming the quote or offering a small discount just to keep the deal moving. That felt useful in the moment, but it trained the buyer to negotiate before we had even finished talking about value. What works better for…

Mike · Answer

I usually ask what part of the scope they would remove first. If they cannot answer that, the objection is probably not only about price.

charles · Answer

Discounting before finding the real gap usually weakens the deal. I would rather ask what they are comparing it against, then adjust scope or terms before touching the price.