The most common objection on the floor, and the one most reps answer before they understand it.
"Too high" is almost never a budget statement. It is either "I do not see the value at this number," "I saw a different number somewhere else," or "I want to know if you will move." Three different objections wearing the same sentence — and three different answers.
Ask which part feels high: the monthly payment, the total price, or how it compares to something else they are looking at. You cannot answer a number until you know which number they mean. Reps who skip this step end up discounting a comparison problem.
If the gap is monthly, get the actual figure they had in mind and work in dollars. "Where did you want to be?" turns a vague objection into a solvable one, and the gap is usually smaller than the reaction suggested.
When it is a value gap, walk back through what is in this specific unit that was not in the one they priced. Do it as information, not defense — the moment it sounds like an argument, you have confirmed their framing.
Dropping the price first. A discount offered before the real concern is on the table collapses gross and teaches the customer that the number was never real.
Every rep can recite the answer. Almost none of them can say it cleanly under pressure the first time a customer says it out loud — which is the only version that counts.
Take the drillFind out whether it's the payment, the total, or a comparison before you answer the number.
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