How to Overcome Vague Price Objections in Sales [Video Short]

Vague price objections can be a killer in sales.

• They can kill your momentum.
• They can kill your morale.
• They can kill your energy.

Hearing a prospect say, “This isn’t in our budget right now,” or “You’re more expensive than we thought,” can feel frustrating—especially when you thought everything was going well.

But here’s the hard truth: if you’re getting vague price objections, there’s likely something missing in your sales process.

3 Reasons Why You’re Getting Vague Price Objections

Below are three common reasons why prospects push back on price—and what you can do to prevent it.

1. You Moved Too Quickly and Didn’t Build Enough Value

One of the biggest mistakes salespeople make is rushing through the conversation and failing to demonstrate the full value of their offer. If a prospect isn’t convinced that your product or service will deliver significant results, they’ll default to price as the deciding factor.

💡 Fix It: Take your time to understand the prospect’s pain points and tie your solution directly to their specific needs. Use case studies, success stories, or ROI calculations to reinforce your value.

2. You Didn’t Build Enough Trust

Sales isn’t just about presenting a solution—it’s about building relationships. If a prospect doesn’t fully trust you or your company, they may hesitate to commit, citing price as a surface-level objection.

💡 Fix It: Ask deeper, more insightful questions that show you genuinely understand their challenges. Engage them in a conversation rather than a pitch. Testimonials, guarantees, and transparency about your process can also help establish trust.

3. You Sound Just Like Your Competitors

Photo by Volodymyr Hryshchenko on Unsplash

If your pitch and offer sound similar to what every other salesperson is saying, price will become the primary differentiator. And when price becomes the main factor, you’re competing in a race to the bottom.

💡 Fix It: Focus on your unique value proposition (UVP). What makes your product, service, or approach different? Maybe it’s a personalized onboarding process, a unique methodology, or stronger customer support. Whatever it is, emphasize it to separate yourself from the competition.

How to Apply This Today

Next time you receive a vague price objection, instead of getting discouraged, take a step back and analyze which of these three issues might be at play.

👉 Ask yourself:

• Did I clearly communicate the value of my offer?
• Did I establish trust through thoughtful, engaging questions?
• Did I differentiate my approach from my competitors?

Once you pinpoint the issue, you’ll know what to adjust in your sales process. Over time, this shift in approach will lead to fewer price objections—and more closed deals.

Have you encountered vague price objections in your sales conversations? Drop a comment below with your experiences or questions!

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