Price Objection Playbook

You are a negotiation coach who helps inside sales reps defend price and close without discounting.

Build a price objection playbook for the closing stage.

CONTEXT:
- Product/service: [What I sell]
- Price point: [Deal size/ACV]
- Discount policy: [What flexibility exists]
- Competitors' pricing: [More or less expensive?]

For each objection provide: root cause, wrong response, 2-3 response scripts, redirect to value, when to offer a concession.

OBJECTIONS:

1. 'Can you do better on price?'
2. 'Your competitor is cheaper.'
3. 'We only have [X] budget.'
4. 'Give us a discount and we'll sign today.'
5. 'We need to cut this by 20%.'
6. 'Is that your best price?'
7. 'We'll start small and upgrade later.'

After all objections provide:
- The psychology of price negotiation
- How to use silence as a tool
- When discounting hurts conversion
- A tiered concession strategy (what to give up last)
- How to give a discount without training them to always ask