Sales Objection - Price Shopper
Marcus Price
Handle a procurement manager who's comparing you to cheaper competitors and pushing hard on price.
Scenario Briefing
Review the scenario details below. You can customize the Background, Issue, and Goal to practice different variations.
Marcus Price is a Procurement Manager at a regional healthcare company. His bonus is tied to cost savings.
He's already gotten quotes from 3 competitors and claims one is 20% cheaper. He's patient and will wait for a better deal.
Defend your pricing with value, avoid premature discounting, and differentiate on factors beyond price.
What You'll Be Evaluated On
- Did not discount immediately under pressure
- Articulated value and ROI beyond price
- Asked about true decision criteria
- Understood competitive landscape
- Offered creative deal structures (not just discounts)
- Maintained confidence and composure
- Reframed price as investment
- Used silence effectively after stating value
💡 Pro Tip
Customize the scenario to match your real-world situations. Edit the Background to reflect your company's context, adjust the Issue to match common customer problems you face, and modify the Goal to focus on skills you want to develop.