Price Breakdown Strategy: Stop Losing Sales to Price Objections

Price breakdown conversations don’t have to end your sales opportunity. When prospects push back on your pricing, most salespeople immediately jump into vague discussions about ROI and total cost benefits.

But here’s the problem—prospects often find these explanations too abstract and unconvincing.

There’s a better way to handle this objection, and it’s surprisingly simple.

The Vertical Line Price Breakdown Technique

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Instead of getting defensive about your pricing, grab a piece of paper and draw a vertical line. Add several tick marks through that line—this becomes your visual price breakdown tool.

At each tick mark, identify the different components that make up your total cost. Depending on what you sell, these might include:

• Delivery
• Development
• Design
• Engineering
• Consultation
• Other specialized services

The key is showing prospects exactly what goes into your pricing structure.

Here’s where the magic happens: once you’ve mapped out each component, ask your prospect which one they’d like to change or eliminate.

Why This Price Breakdown Method Works

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What you’ll discover is that most prospects don’t actually want to mess with your formula for success. When they see the individual elements laid out clearly, they begin to understand that each component serves a specific purpose in delivering the results they want.

This visual approach shifts their perspective from “your price is too high” to “I understand why this costs what it does.” You’ve moved from defending your price to educating about your value.

Consider how this applies to sales objection handling situations. When prospects can see the breakdown, they’re less likely to view your pricing as arbitrary. Instead, they recognize it as a carefully constructed solution designed to deliver specific outcomes.

Overcome Price Objections With Ease

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The beauty of this technique lies in its simplicity. You’re not overwhelming prospects with complex calculations or lengthy justifications. You’re showing them a clear, logical structure that demonstrates thought and expertise behind your pricing.

This approach also works well alongside other sales closing techniques because it builds trust and credibility. When prospects understand your pricing logic, they’re more confident in their decision to move forward.

Remember, prospects aren’t just buying your product or service—they’re buying your process, expertise, and proven approach. The price breakdown method helps them see exactly what they’re investing in and why each element matters to their success.

Next time you face pricing pushback, skip the generic ROI speech. Draw that vertical line, break down your components, and watch how quickly the conversation shifts from cost to value. Your price breakdown becomes proof of your professionalism, not a point of negotiation.

© Shawn Casemore 2025. All Rights Reserved.