How We Talk About Price

---
name: how-we-talk-about-price
description: "Use whenever a price objection appears — \"that's a lot\", \"what can you do on price\", \"we got a cheaper quote\". Read this before answering."
license: Apache-2.0
compatibility: ">=1.0"
metadata:
  display_name: How we talk about price
  author: Alfera
  triggers:
    - they said it is expensive
    - price objection
    - they want a discount
---

# How we talk about price

## The four moves

1. **Find out which objection it is.** "Expensive" means either "more than I budgeted", "more than the other quote", or "I do not see the value yet". They need three different answers.
2. **Answer that one.** Do not answer all three; it sounds defensive.
3. **If you move, move scope.** A lower price for less work is a deal. A lower price for the same work says the first number was fiction.
4. **If the answer is no, say no once, plainly,** and leave the door open on timing.

## Never

- "I'll see what I can do." You either can or you cannot.
- Apologising for the price. It reads as agreement.
- Discounting because someone paused. Silence is not an objection.