A short YouTube monologue (Jan 5, 2026) advising salespeople how to respond when prospects say competitors have cheaper prices. The speaker recommends shifting the discussion from price/cost to results—clarify which competitor the prospect means, contrast cheap product performance versus long-term savings (example: windows and utility bills), and reframe the objection toward outcomes rather than sticker price.
So how do you respond when your prospect says your competitors have better pricing? You got to take them at a price or cost base thinking results based thinking. Now you first might want to also clarify and ask them oh, who have you actually been talking to? Well I'm talking to XYZ company and XYZ company Now why would you want to know that? Because now you probably know the pricing of those companies. Maybe it doesn't work as good as what you offer. Right? Let's say if you sold windows home improvement they come back and give you that objection. So you always can start like well it really just depends on the results you want because I mean we could get you like a cheaper window like company XYZ but how do we be able to like lower your utility bill every month if we just gave you like a cheap window where the cold draft keeps coming in or whatever it is Right So I can start reframing.
