When a prospect objects that your price range is too high, immediately pivot by asking what number they have discussed internally. This tactic leverages transparency—since you've shared your number, it's reasonable for them to share theirs—and quickly uncovers their real budget expectations.

Implementing online pricing isn't primarily about showing a price; it's about eliminating price objections before a lead ever contacts you. While it might result in fewer leads, those that come through are of much higher quality and intent because they already understand the potential investment, streamlining the sales process.

If a customer is shocked by your price, your marketing has already failed. Every public-facing asset—vehicle wraps, social media posts, uniforms—builds a perception of value that primes the customer to expect a certain price level before your team even presents an estimate.

Instead of stating a single number, introduce price as a range based on what similar customers invest to solve comparable problems. This normalizes the cost, provides a clear budget anchor, and frames the conversation around investment and partnership rather than a transactional price tag.

Instead of asking for a budget, which can feel confrontational, state a typical investment range for your solution. This anchors the price, makes the conversation less awkward, and positions you as a transparent consultant by asking where they fall within that range based on their research.

Salespeople often delay price discussions to first demonstrate value. However, no amount of value can overcome a fundamental budget mismatch. This wastes time for both the seller and the buyer, as the deal is destined to fail if the price is out of reach.

Eliminate the "send me a proposal" stall by defining the next step as a valuable, paid engagement, like a diagnostic or workshop. By charging for this, you force the money conversation early, filter for serious buyers, and avoid creating free documentation that can be shopped around.

Price objections don't stem from the buyer's ignorance, but from the seller's failure to establish clear economic value. Before revealing the cost, you must build a business case. If the prospect balks at the price, the fault lies with your value proposition, not their budget.

Salespeople believe withholding price keeps prospects engaged. In reality, it creates anxiety and uncertainty for the buyer. This leads them to question affordability and slow down the process, resulting in missed appointments and a stalled deal, not increased engagement.