Six sentences every tradesman hears every week — and six answers that reframe the conversation around value instead of price. Learn them before your next client meeting.
1. “It's too expensive.”
Your answer : Compared to what, exactly — your current budget, or the expected result? A price is always assessed against an impact. When the impact is clear, price becomes a lever, not an obstacle.
2. “We have a cheaper quote.”
Your answer : Cheaper on the price line, or on the support you actually get? Compare the price against the level of expertise. The real question: do you want to save now, or perform durably?
3. “Can you make an effort on price?”
Your answer : Sure — what do we adjust in return? Scope, timeline, level of customisation? You can reduce a framework, but you can't reduce value without reducing the result.
4. “We need to think about it.”
Your answer : Fine — think about what, precisely? If the problem is confirmed and the solution understood, only a decision remains. Thinking without criteria is often just postponing discomfort.
5. “We need to discuss it internally.”
Your answer : Perfect. What are the sticking points around the table? Let's anticipate them now: a solid decision is prepared before the meeting, not after.
6. “Give us your best price.”
Your answer : This already is the best alignment between commitment and performance — otherwise I would have shown you a lesser version. Negotiation isn't about lowering a number: it's about verifying an alignment.
The rule behind all six answers: never defend the price — always bring the conversation back to impact. Whoever answers a price objection with a discount has already lost the negotiation, and part of their margin. Whoever answers with a question takes back control.