mediumSales Executive interview question
A prospect says 'Your price is too high.' How do you handle it?
What the interviewer wants to hear
- Acknowledge and clarify the objection
- Find out what they are comparing against
- Reconnect price to value and business impact
- Consider total cost of ownership or ROI
- Trade any concession instead of giving it
Model answer
I start by acknowledging the concern and asking what they mean: too high compared to a competitor, to their budget, or to the value they expect? The answer changes my response. If it is a competitor, I compare what is included, such as support and implementation, and the total cost of ownership. If it is about value, I go back to the pains we discussed and quantify the impact, for example hours saved or revenue protected, to show ROI. If it is budget, I may adjust scope or phase the rollout. If a discount is truly needed, I trade it for something like a longer term or faster signature.
Can you answer it under time pressure?
Take a timed medium round and get scored on every answer.
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