Objection handling
How to handle “It's too expensive.”
“Too expensive” means something is missing in the value, not always the price. Asking what they're comparing it to shows you whether it's budget, timing, or that they don't see the payoff yet.
What most reps say
Dropping the price on the spot.
Say this instead
“That's fair. Compared to what? What were you expecting it to cost?”
The pattern: don't argue. Agree, then ask one question. It works because it keeps the prospect talking, and the next thing they say tells you what to do.
Get this answer on your rep's screen, live
Della Live hears “It's too expensive.” on the call and shows your rep the answer that works, from your own script. Della Practice lets reps rehearse it until it's automatic.
