When the price is claimed too high, what should you ask?

When the price is claimed too high, what should you ask?

• A. Offer a different color.
• B. Explain financing terms.
• C. Show alternative models.
• D. Ask for specifics on why the price feels too high.

Answer: (D)

When price objections come up, the key move is to ask for specifics on why the price feels high. This invites the customer to share the real concern—whether it’s budget, perceived value, features, timing, or comparison to other options. By probing with an open-ended question, you show you’re listening and you gain actionable details you can address directly. Once you know the exact issue, you can tailor your response—highlight the value and how the features meet their needs, discuss long-term savings, or present a fitting alternative. That initial step also builds trust, since you’re trying to understand rather than push a sale. Options like changing color won’t address the price concern, discussing financing terms might help later but doesn’t resolve the underlying objection, and showing alternative models is useful only after you’ve uncovered what matters to the buyer.

When price objections come up, the key move is to ask for specifics on why the price feels high. This invites the customer to share the real concern—whether it’s budget, perceived value, features, timing, or comparison to other options. By probing with an open-ended question, you show you’re listening and you gain actionable details you can address directly. Once you know the exact issue, you can tailor your response—highlight the value and how the features meet their needs, discuss long-term savings, or present a fitting alternative. That initial step also builds trust, since you’re trying to understand rather than push a sale. Options like changing color won’t address the price concern, discussing financing terms might help later but doesn’t resolve the underlying objection, and showing alternative models is useful only after you’ve uncovered what matters to the buyer.