Handling price objections: a calm, repeatable method
Why "it's expensive" is usually a clarity problem, and the four-move sequence that resolves it.
Diagnose before you defend
"Too expensive" means one of three things: I don't see the value, I can't afford it now, or I found it cheaper. Each needs a different reply, so ask before answering.
The four-move sequence
- 1Acknowledge
"That's fair — it is a real investment."
- 2Clarify
"Is it the amount, or the timing?"
- 3Reframe
Restate the cost of the problem they described.
- 4Offer a path
Smaller scope, staged payment or a different product — never a silent discount.
We research and document AI workflows for small businesses across Kenya and the wider continent, written from operating realities, not theory. Everything we publish is built to be used the same day you read it — scripts, checklists and systems.
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