Template
Handle a price objection
Practice the moment a buyer says your quote costs more than what they have now, until clarifying beats discounting.
Fit
Who it is for and when to use it
- Who it is for
- Insurance agents, mortgage loan officers and solar consultants who quote a price and then hear "that is more than I pay now".
- When to use it
- Before a quote review, or the day after you lost a deal on price. Use it when you catch yourself defending the number before you know what the buyer is comparing it to.
- Where it goes
- AI roleplay
- What you get
- A private roleplay in your Roleplay list with three buyer scenarios, from a calm comparison to a buyer ready to hang up. Each session is scored with your usual roleplay scorecard.
Inputs
What you fill in
Every answer below is a synthetic example. Swap in your own; only say what is true and approved for your business.
- What you sell
- The product the buyer is pricing, in a few words.Example: home and auto insurance bundle
- Who the buyer is
- Example: homeowner in their forties who shops online
- What they compare you to
- The cheaper option they bring up.Example: a lower online quote with a higher deductible
- What is genuinely different about your offer
- Only what is true and approved. The buyer will test it.Example: higher liability limits and one local agent who answers the phone
Example
The full template, filled in
Price objection: home and auto insurance bundle
- You play
- Advisor quoting home and auto insurance bundle
- The AI buyer plays
- Price-sensitive homeowner in their forties who shops online
Scenario 1
You just heard the quote for home and auto insurance bundle. You say it is more than a lower online quote with a higher deductible and ask why you should pay more. You are polite but you will not move until you understand what the extra money buys.
Buyer says: “That is more than I pay now.”
Buyer rule: Only soften when the advisor asks what you are comparing before defending the price.
Scenario 2
You have a lower online quote with a higher deductible open in another tab. You ask the advisor to match it. If they explain higher liability limits and one local agent who answers the phone in terms of something you care about, you consider it; if they just repeat features, you push harder.
Buyer says: “Can you just match the other quote?”
Buyer rule: Push back once on any discount offered too early.
Scenario 3
You are short on time and say you will probably go with a lower online quote with a higher deductible. You give the advisor one chance to ask a good question before you end the call.
Buyer says: “I think I will just go with the cheaper one.”
Buyer rule: End the call politely if the advisor talks for more than a minute without asking you anything.
How to use it
How to use this template
- Fill in what you sell, who the buyer is, what they compare you to and what is truly different. The example answers are synthetic; replace them.
- Press "Use this template". The roleplay appears first in your Roleplay list.
- Run the first scenario. Aim to ask what the buyer is comparing before you say anything about price.
- Read the scorecard, then try the harder scenarios.
No account? You can still copy the example above and use it with your team as a script.
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See it on your own conversations.
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