Account Executive how-to

How to Handle a Price Objection

Price objections are often value questions.

Updated By the Career Education Institute Curriculum Team
Quick answer

Price objections are often value questions. In short: thank; ask; restate, then complete the remaining steps below.

Step by step

  1. Thank the buyer for sharing.

  2. Ask what they’re comparing to.

  3. Restate the value and results.

  4. Explore options, such as phases or terms.

  5. Confirm whether price is the only concern.

  6. Agree on next steps.

Safety reminders for account executives

  • Protect customer data
  • Follow honest sales practices
  • Manage stress and set boundaries
  • Travel safely for field sales

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