MOVE 57 · OBJECTIONS, CONCESSIONS & TRADES · PRO
Ask 'Compared to What?'
When told your offer is too expensive or too slow, ask what they are comparing it to, so you respond to the real benchmark.
'Too much' always has a hidden comparison; find it before you respond.
Low riskPricingVendor negotiationOffer negotiationGet clarityNegotiate terms
WHY IT WORKS
Objections like 'too expensive' are judgements against a reference point — a competitor, a budget, last year's price, a guess. Asking for the comparison turns a vague complaint into specific information, and often reveals that the comparison is not like-for-like.
WHEN TO USE IT
- You hear 'that's too expensive' or 'that's too long'.
- You suspect a competitor quote is being used as leverage.
WHEN NOT TO USE IT
- The comparison is already obvious and stated.
- Asking would seem combative given the relationship.
SIGNALS IT FITS
- Objections are vague and unexplained.
- Competitors are mentioned without details.
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ETHICAL BOUNDARY
Ask to understand, not to pressure them into revealing confidential competitor information.
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Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.