# Pricing Objections **URL:** \ **Category:** Founder Focused\ **Tags:** think-tank\ **Created:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904 "2025-05-09T16:38:22Z")\ **Posts on this page:** 20\ **Page:** 1
**Author:** ![alliekerr](https://d10pqhm3lwygmk.cloudfront.net/user_avatar/community.hubspot.com/alliekerr/32/28324_2.png) [@alliekerr](https://community.hubspot.com/u/alliekerr)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/1 "2025-05-09T16:38:22Z")
How do you handle pricing objections without immediately jumping to a discount? --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![twengler](https://avatars.discourse-cdn.com/v4/letter/t/34f0e0/32.png) [@twengler](https://community.hubspot.com/u/twengler)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/2 "2025-05-09T16:38:23Z")
How about this one… “We may see a price increase in the next 90 days so getting discounts now may be challenging”. How far off are you from getting this approved? That sort of puts it back on “them” and they have to go first and give you a number. Thanks for asking this - I need to follow my own advice! --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![twengler](https://avatars.discourse-cdn.com/v4/letter/t/34f0e0/32.png) [@twengler](https://community.hubspot.com/u/twengler)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/3 "2025-05-09T16:38:25Z")
And… I just created this for you (and for anyone that wants this). You can “pop this card” in Hubspot on a deal record so you can teach your reps (or yourself) how to handle this price objection. The trick is to make this your own. [Loading...](https://app.supered.io/share/21e5ad91-0e37-4cbe-b4ee-a989b98076aa) We have a huge set of HubSpot Helper cards like this one - we actually give this away to Super Admins in HubSpot - yeah, free. The HubSpot accounts must have at least 1 pro license and 10 users min. --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![twengler](https://avatars.discourse-cdn.com/v4/letter/t/34f0e0/32.png) [@twengler](https://community.hubspot.com/u/twengler)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/4 "2025-05-09T16:38:26Z")
You could have negotiation help cards pop when the deal stage is Negotiations… --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![alliekerr](https://d10pqhm3lwygmk.cloudfront.net/user_avatar/community.hubspot.com/alliekerr/32/28324_2.png) [@alliekerr](https://community.hubspot.com/u/alliekerr)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/5 "2025-05-09T16:38:27Z")
This is great 😄 --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![system](https://d10pqhm3lwygmk.cloudfront.net/user_avatar/community.hubspot.com/system/32/124_2.png) [@system](https://community.hubspot.com/u/system)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/6 "2025-05-09T16:38:28Z")
Are you open to revisiting the scope of work or reorganizing your project into phases to find an ideal solution for your budget? --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![twengler](https://avatars.discourse-cdn.com/v4/letter/t/34f0e0/32.png) [@twengler](https://community.hubspot.com/u/twengler)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/7 "2025-05-09T16:38:29Z")
good one there Luke 👍 --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![twengler](https://avatars.discourse-cdn.com/v4/letter/t/34f0e0/32.png) [@twengler](https://community.hubspot.com/u/twengler)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/8 "2025-05-09T16:38:30Z")
Check out that help card, if ok with you, i just added your idea and a link to your linkedin account - figured that may help you? I can remove if you want me to. [Loading...](https://app.supered.io/share/21e5ad91-0e37-4cbe-b4ee-a989b98076aa) --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![Unknown\_Connect](https://avatars.discourse-cdn.com/v4/letter/u/aca169/32.png) [@Unknown\_Connect](https://community.hubspot.com/u/Unknown_Connect)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/9 "2025-05-09T16:38:31Z")
First thing to keep in mind is that pricing objections are actually value objections. The prospect is telling you that the value they expect to receive from the product doesn’t justify the price. This is a huge learning opportunity for an early-stage company! If your product supports it, the best response is, “Yeah, I get it. Budgets are tight and this has to work for you. There might be a way for me to deliver a version our product that fits perfectly for your budget. Can we take a minute to walk through some of our features and you tell me if they’re things you can live without? Based on that I should be able to deliver a version of our product at a price that works for your budget and use case.” This does two things: 1) It gives you an opportunity to educate the prospect on the value of your features. 2) It gives you an absolute WEALTH of information on what the market wants, even if you end up losing the deal. Best case scenario, you convince the prospect that your product actually delivers enough value that they’ll pay list for it. Second-best scenario is you figure out a way to turn off features for them and still land the sale (this really only works with software products, in my experience). Worst scenario, which is still useful, is you now have a significant data point to inform your pricing strateg, one that you simply can’t get any other way. --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![system](https://d10pqhm3lwygmk.cloudfront.net/user_avatar/community.hubspot.com/system/32/124_2.png) [@system](https://community.hubspot.com/u/system)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/10 "2025-05-09T16:38:32Z")
100% - this is a great approach. Thanks for sharing. --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![TKrypas](https://d10pqhm3lwygmk.cloudfront.net/user_avatar/community.hubspot.com/tkrypas/32/18522_2.png) [@TKrypas](https://community.hubspot.com/u/TKrypas)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/11 "2025-05-09T16:38:33Z")
Very intrigued and daily issue! Firstly if we apart the decline due to lacking of value proposal, we have some psychology reasons beneath. The people that make bargains like a bazaar, sometimes feels that prices are overrated because they think that they are too sensitive .. Other reason i saw that many buyers thinks that they are more powerful from the seller by bargain the prices.. --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![Salesguy11](https://avatars.discourse-cdn.com/v4/letter/s/f07891/32.png) [@Salesguy11](https://community.hubspot.com/u/Salesguy11)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/12 "2025-05-09T16:38:34Z")
Pricing objections? One of my favorite topics. We could swap stories and tactics for days - hell, even a week. But let’s be real: there’s no single silver bullet. Price does matter, even when value is high. So let’s not kid ourselves by telling our teams to just “sell value, dammit!” and expect pricing to hold. That said, pricing objections aren’t surprises - they’re inevitabilities. If you’re not preparing for them, you’re playing defense. Here’s how I handle them: 🔹 Anticipate the objection 100% of the time. Pricing will get challenged. Accept it. Expect it. Stay ahead of it by constantly building value and securing buy-in from champions, DMs, and EBs (MEDDIC followers, you get it). The more emotionally involved they are in the process, the harder it is for them to just toss out a discount request. 🔹 Call out the ask. Instead of immediately responding, ask: “Why are you asking for a discount?” or “What do you hope this discount does for you?” Watch them react. Most buyers don’t even know. Their body language will tell you more than their words. 🔹 Reframe the conversation. When they fumble for an answer, hit them with this: “We make significant investments in developing, delivering, and supporting our customers and partners. If we start discounting inappropriately, we risk our ability to provide the world-class [product/service/solution/support] that you expect and deserve.” See where this is going? You’re setting the expectation that discounting isn’t a given - it’s a trade-off. Don’t just take my word for it? Read this book—it’s a must by a former FBI Hostage negotiator: 📖 Never Split the Difference (paperback) 🎧 Never Split the Difference (audiobook) Pricing objections aren’t roadblocks. They’re just another part of the game - if you know how to play it. --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![alliekerr](https://d10pqhm3lwygmk.cloudfront.net/user_avatar/community.hubspot.com/alliekerr/32/28324_2.png) [@alliekerr](https://community.hubspot.com/u/alliekerr)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/13 "2025-05-09T16:38:35Z")
true true! I like the way you framed this. and I love the recommendations! --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![HubSpotMechanic](https://avatars.discourse-cdn.com/v4/letter/h/3bc359/32.png) [@HubSpotMechanic](https://community.hubspot.com/u/HubSpotMechanic)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/14 "2025-05-09T16:38:36Z")
Solid advice Bill 👍 --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![Salesguy11](https://avatars.discourse-cdn.com/v4/letter/s/f07891/32.png) [@Salesguy11](https://community.hubspot.com/u/Salesguy11)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/15 "2025-05-09T16:38:37Z")
In the end, I like getting value for value. For instance in a recent deal the customer was seeking a discount, price lock during the 3-yr term, and COLA cap discount for each year of the term. We negotiated a fair rate and I got them to commit to doing a video testimonial and take one reference call each quarter during the 3-yr term. Huge value for us and they received value in return. --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![twengler](https://avatars.discourse-cdn.com/v4/letter/t/34f0e0/32.png) [@twengler](https://community.hubspot.com/u/twengler)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/16 "2025-05-09T16:38:39Z")
Very smart - love that idea. What is a COLA cap? --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![Salesguy11](https://avatars.discourse-cdn.com/v4/letter/s/f07891/32.png) [@Salesguy11](https://community.hubspot.com/u/Salesguy11)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/17 "2025-05-09T16:38:40Z")
COLA is Cost of Living Adjustment - common in the software industry in the 3-10% YoY range. I built that into every deal, especially when they pay annually vs up front. Another negotiating lever. If they pay up front = more value to me … = value I’m willing to negotiate/share with them. --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![twengler](https://avatars.discourse-cdn.com/v4/letter/t/34f0e0/32.png) [@twengler](https://community.hubspot.com/u/twengler)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/18 "2025-05-09T16:38:42Z")
Interesting, I’m in software but have never thought about COLA… --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![Salesguy11](https://avatars.discourse-cdn.com/v4/letter/s/f07891/32.png) [@Salesguy11](https://community.hubspot.com/u/Salesguy11)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/19 "2025-05-09T16:38:43Z")
You should 🎯 Here’s how I included it on the Order Form - I started with 10% after an upfront payment. We agreed on 3% YoY with annual payments, video testimonial, quotes we can use in marketing, one reference call per quarter (as-needed). I didn’t wait to negotiate these at the end…value and relationship was being established from day 1 on the first call through quote. When you review the quote with them before sending it, you have the chance to describe the real “spirit of the deal” together is to help each other grow and succeed. --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. ---
**Author:** ![twengler](https://avatars.discourse-cdn.com/v4/letter/t/34f0e0/32.png) [@twengler](https://community.hubspot.com/u/twengler)\ **Post date:** [May 9, 2025, 4:38pm UTC](https://community.hubspot.com/t/pricing-objections/131904/20 "2025-05-09T16:38:44Z")
I can’t see us doing a COLA - but the rest - Brilliant! Thank you. --- This post was migrated from [connect.com](http://connect.com) and was originally published at an earlier date. [Next page](https://community.hubspot.com/t/pricing-objections/131904.md?page=2)