Objection: "Your price is too high compared to competitor X."
Counter Script: "Completely understand that price is a major factor. When competitors quote lower, they typically omit [Scope Deliverable A] or provide entry-level support. Which specific line items in our proposal would you feel comfortable removing to meet that price target?"
Objection: "We need more time to think about it."
Counter Script: "Understood—taking time to make the right decision is smart. Usually when leadership teams need more time, it comes down to either price, implementation timeline, or confidence in the ROI. Which of those is currently top of mind for you?"
Objection: "Budget has been frozen until next fiscal year."
Counter Script: "Makes total sense. Would it help if we structured Phase 1 kickoff now with deferred invoicing until next quarter so your team doesn't lose 4 months of rollout momentum?"
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