One sales objection
Practice a price objection
This is one fictional drill for a sales call, not a catalog and not a customer story. The buyer, the company, and the lines were written for practice.
The situation
You sell software that a shipping desk would use to see which loads are late. The buyer is an operations lead at a fictional company. The meeting is already on the calendar. They pay a vendor called Northline today. You are more expensive than that contract.
The objection
“Your price is higher than what we pay now. I'm not taking that to my boss.”
The drill
- Do not answer with a discount. Ask what “higher” is compared with.
- Ask what staying with the current vendor costs them this quarter, in time or missed loads, not in a slogan.
- Ask for one next step they can refuse: a day or window, a length, and who else should be there.
A sample exchange
Illustrative lines only. This is not a recording, not a testimonial, and not a result from a real call.
Buyer
Your number is higher than what we pay Northline. I'm not walking that into a budget meeting.
Rep
What are you paying them now, and what would have to be true before a higher number was even worth a look?
Buyer
I'm not putting our price on a follow-up.
Rep
That's fair. Would a 20-minute look next Tuesday at 2, with you and whoever has to sign, be a no, or worth putting on the calendar?
How the rubric reads it
Every practice call is scored on the same six anchors, 100 points in all. Difficulty does not change that standard. Full marks are rare. The score uses only what the rep said on that call. These lines are an illustration, not a score.
- Objection handling, 15 points.The full anchor is: acknowledges the concern, asks one clarifying question, and makes a smaller next ask. The zero is: ignores the objection, argues, or repeats the pitch.
- Next step, 15 points.The full anchor is a specific next step the buyer can accept or refuse: a day or window, a length, and who else should be there. The score is 15 when one rep line names all three. The zero is no ask, or an offer to send information with no time attached.
These two anchors are an excerpt. Do not use an AI score alone for pay or performance decisions.
Try the same objection
The exchange above is a fictional exercise. The free preview does not load this buyer or these lines. There you can start a sample meeting, or type a buyer role and a known objection in your own words. That call is separate practice, and the buyer can still refuse.
The free preview needs no account and runs up to 20 minutes. A browser can start 3 previews a day. The buyer's spoken replies use the same voice time as yours. On a busy day, voice time can run out sooner. Typing continues until the 20-minute clock ends.
Keep practicing after the preview: Individual is $19 a month.