Price Objection Frameworks

The price objection has three response frameworks depending on the genuine root cause. If the budget truly does not exist, the framework is scope adjustment: "If we focused on the three highest-impact capabilities and phased the rest into year two, what would a $75K investment look like against your budget?" If the value perception is the issue, the framework is ROI isolation: "You mentioned the pipeline issue costs $400K annually. This solution addresses that for $100K. What return threshold would make this a clear yes?" If the comparison is the issue, the framework is total cost of ownership: "The sticker price is one variable. When you factor in implementation time, ongoing support costs, and the capabilities you would need to add, how does the total compare?"