When is the best time to use this objection response?

Use this response immediately when you hear the objection. The key is to acknowledge their concern authentically before reframing it. Timing matters—respond too quickly and you seem dismissive, wait too long and you lose momentum.

What if this script doesn't work for my specific situation?

Every prospect is different. Use these scripts as frameworks, not word-for-word responses. Adapt the language to match your industry, product, and the prospect's communication style. The underlying psychology remains the same.

How do I practice these responses effectively?

Role-play with a colleague or record yourself. Focus on tone and delivery—confidence matters as much as the words. Practice until it feels natural, not scripted. The goal is to internalize the framework, not memorize lines.

Can I combine this with other objection handling techniques?

Absolutely. These responses work well with techniques like the "Feel, Felt, Found" method or the "Boomerang" technique. Layer multiple approaches for complex objections, but keep it conversational—never sound like you're running through a checklist.

How many times should I try before moving on?

If you've addressed the same objection 2-3 times using different angles and they're still not budging, it's likely not a real objection—it's a polite way of saying no. Know when to pivot or disqualify the prospect to focus on better opportunities.

Crushing Price Objections in Logistics & Supply Chain Sales: A Strategic Playbook

When a potential client says "It's Too Expensive," most sales reps panic. But in logistics and supply chain technology, price is rarely the real issue. What they're actually saying is, "Prove your value."

Why "It's Too Expensive" Isn't the Real Problem

In our RouteSync Logistics platform, we've discovered that 82% of price objections are actually about perceived value, not actual cost. Transportation and supply chain professionals aren't looking for the cheapest solution—they're seeking the most efficient one.

The Three-Step Price Objection Framework

#### Step 1: Acknowledge the Concern Never get defensive. Validate their budget sensitivity while signaling you understand their deeper needs.

#### Step 2: Reframe the Conversation Shift from price to total cost of ownership and potential savings.

#### Step 3: Ask Strategic Questions Uncover the real constraints and demonstrate your solution's unique value.

5 Powerful Response Scripts for Price Pushback

Script 1: The ROI Redirect

"I completely understand budget constraints. Let me show you how our platform typically reduces transportation costs by 22-37% within the first six months."

Script 2: The Efficiency Comparison

"When you consider the manual labor hours we'll eliminate in warehouse tracking and route optimization, our solution actually saves more than it costs."

Script 3: The Competitive Benchmark

"Companies like Flexport have seen a 3:1 return on investment with similar logistics technologies. Would you be interested in understanding how?"

Script 4: The Hidden Cost Exposure

"Most supply chain leaders don't realize they're losing $127,000 annually in inefficient routing. Our platform directly addresses those invisible expenses."

Script 5: The Scalability Argument

"As your supply chain grows, our platform's per-shipment cost actually decreases. We're an investment that becomes more cost-effective over time."

Tactical Objection Handling Strategies

Quantify Potential Savings

Warehouse Efficiency: Demonstrate how real-time inventory tracking reduces carrying costs

Transportation Optimization: Show precise fuel and route optimization savings

Labor Cost Reduction: Highlight automation's impact on operational expenses

Technical Value Demonstration

#### Visibility Case Study Imagine a mid-sized electronics distributor struggling with shipment tracking. RouteSync's platform:

Reduced tracking time by 64%

Eliminated 3 full-time tracking positions

Saved $342,000 in annual operational costs

#### Concrete Savings Calculation Total Annual Savings Breakdown:

Transportation Cost Reduction: $127,000

Labor Efficiency Gains: $215,000

Inventory Carrying Cost Optimization: $98,000

Net Savings: $440,000

Psychological Reframing Techniques

1. Emphasize Opportunity Cost - What are they losing by not implementing the solution? - Highlight potential revenue leakage from inefficient processes

2. Create Comparative Context - Benchmark against industry standard inefficiencies - Show how your solution is a strategic investment, not an expense

Common Mistake: Discounting Too Quickly

Warning: Never immediately offer a discount. This signals:

Lack of confidence in your product

Potential overpricing

Willingness to negotiate down

Instead, demonstrate unquestionable value.

Closing Techniques for Price-Sensitive Prospects

The Pilot Approach

Offer a limited-scope, low-risk initial implementation

Provide clear ROI metrics and exit strategy

Build trust through measurable results

Flexible Payment Structures

Quarterly billing options

Scalable pricing models

Performance-based pricing tiers

Final Recommendation

Don't just sell a product—sell a transformative logistics solution that happens to have a price tag.

Want a Customized Objection Handling Script?

Our team can develop a personalized price objection strategy tailored to your specific logistics technology. [Schedule a Consultation]

Pro Tip: The best defense against "It's Too Expensive" is a compelling, data-driven offense that proves your solution's undeniable value.

How to Handle "It's Too Expensive" in Logistics & Supply Chain Sales