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08/19/2025
Recalculating: Your Route Around the Price Objection
Source: Bill Farquharson, August 18, 2025
There’s no actual app to avoid the dreaded “Your price is too high” objection. But there is a way to steer around it entirely—and it starts by ditching the usual route.
Most reps go into a sales call talking about printing. The presses. The service. The big machines that make loud noises. The buyer asks for a quote, you run back to the shop, sharpen your pencil, and deliver your best number.
Predictably, you end up at the same dead end: “Your price is too high.”
Here’s the fix: Recalculate your approach.
Instead of selling print, start by understanding their business. Do your homework. Go to their website. Request info. Show up with insight and a question like, “I noticed it took two weeks for your brochure to arrive—what would happen if we could get qualified leads better materials faster?”
Now, the conversation shifts from specs and price to problems and solutions. You’re no longer just another vendor. You’re someone who brings ideas. And that earns you a seat at a better table—maybe even with Marketing or the Product Manager.
The result? No talk of price. Just a buyer saying, “When can we get started?”
You don’t need a new app. You need a new mindset.
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