“Your price is higher than the other bid.” How you answer that one line decides whether you keep your margin, win the job, or both.
Quick answer
Don't discount on reflex - it trains clients to push and signals your first number was padded. Uncover the real concern, reinforce the value and certainty you provide, and if needed adjust the scope rather than the price. AI can prep honest responses to your common objections in advance.
What they're really saying
“Too high” usually means “I'm not sure you're worth the difference” or “I'm scared this balloons.” Answer the fear, not just the number.
Five responses that keep your margin
- Reinforce value: what's included that the cheaper bid isn't.
- Address the fear: “a lot of people worry about going over budget - here's how we prevent that.”
- Compare like for like: the other bid is often missing scope.
- Adjust scope, not price: “we can hit that number by phasing the landscape.”
- Stand calmly behind it: “this is what it costs to do it right.”
Prompt · Objection playbook
Act as a sales coach for residential builders. For each objection, give me (a) what the client is really worried about, and (b) an honest, confident response in my voice - no pushiness, no reflex discounting. Objections: price higher than the other bid, we need to think about it, can you do it cheaper, worried about hidden costs, how do we know you'll finish on time. Keep each to 3-4 sentences.
Common mistake: Reflex-discounting 10% the moment price comes up. Protect the price; change what's included if you must.
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