One of the most common objections in sales is…
Price.
You’ve probably heard it more times than you can count.
But here’s the truth…
…Price objections aren’t always about the actual price.
A powerful tool you can use to respond is the simple question: “As opposed to what?”
When someone objects to the price, they’re often thinking of the cost in isolation, without considering the bigger picture.
Asking, “As opposed to what?” prompts them to consider their alternatives, and it puts you in the position to highlight the value you provide, not just the cost.
It’s not about defending your price, but rather shifting the conversation to the value and outcomes they will achieve with you.
Here’s how you can follow up after using this phrase:
Compare outcomes: Show them what they get by choosing your solution versus doing nothing or opting for a lower-cost alternative.
Highlight hidden costs: Lower-cost options often come with hidden expenses—whether it’s more time, lower quality, or increased risk.
Focus on results: Make it clear that the investment in your product/service leads to better results, faster outcomes, or long-term savings.
When you ask, “As opposed to what?” you’re reframing the conversation around value rather than cost. Price becomes just one factor, rather than the deciding one.
If you’re ready to move beyond surface-level objections and uncover the strategies that will help you stand out in a crowded market, our team at ESG is here to help. Whether it’s overcoming price objections, differentiating your value, or crafting a message that resonates deeply with your target market, we have the experience and insights to guide you.
