How to Handle Price Objections in Indian B2B Sales — AI Prompt Scripts

Price objections are the most common and most feared part of Indian B2B sales. 'It's too expensive', 'Can you give a discount', 'Your competitor is cheaper' — every salesperson faces these daily. Here's how to handle them with confidence using AI-generated scripts.

The psychology of price objections in India

In Indian B2B sales, price objections are often not really about price — they're about perceived value, trust, or a desire to feel like they negotiated a good deal. The salesperson who understands this wins; the one who immediately offers a discount loses.

Script 1 — 'It's too expensive'

Use the Objection Handler tool and select 'Too expensive'. The output gives you a 3-step response: acknowledge, reframe to value, and ask a discovery question. The discovery question ('What budget were you expecting?') often reveals the real objection.

Script 2 — 'Your competitor is cheaper'

Prompt: "A prospect says [Competitor] is offering the same thing at 20% lower price. I sell [product]. Write a 3-part response: (1) acknowledge the comparison, (2) ask 2 questions to understand if it's truly apples-to-apples, (3) pivot to 3 specific differentiators that justify our price. Don't be defensive."

Script 3 — 'Give me a 20% discount'

Prompt: "A prospect in final negotiation is asking for a 20% discount. I can give maximum 10%. Write a negotiation script that: (1) holds firm on 10%, (2) adds value instead of reducing price (extra support, faster onboarding, extended terms), (3) creates urgency to close this month. Tone: confident but collaborative."

Script 4 — 'We don't have budget right now'

Use the Objection Handler with 'No budget'. The script focuses on: timing (when does the new budget cycle start?), priority (what would happen if this problem continued for 6 more months?), and creative deal structures like phased payment or pilot projects.

When to walk away

Prompt: "I have been negotiating with a prospect for 6 weeks. They keep asking for discounts we cannot afford. Write a graceful exit email that: maintains the relationship, leaves the door open for future business, and does not burn the bridge. Under 80 words."