A price objection is often a test of your process, not a verdict on your price.
Don’t answer the number first
When procurement says your price is too high, the reflex is to defend or discount. Both accept their frame. Pause, acknowledge the concern and ask what comparison, outcome or constraint sits behind it.
Separate price from terms
Price is only one variable. Scope, implementation, term length, payment timing, references and speed can all carry value. Make the conversation multi-variable before making movement.
Make movement conditional
Never offer a concession as a gift. Use an explicit trade: if we can move here, we need movement there. The condition should be specific, valuable and executable.
Hold the silence
State the trade and stop. The five-second pause prevents your team from negotiating against itself and gives the buyer space to respond.
Hold the position. Make the trade. Let the silence do its work.Pressure-test a live deal