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When to push back, not discount

David Weiss breaks down what to do when a buyer says your price is too high — and how to handle budget objections without losing margin.

1. Expect pushback

It doesn’t matter how good the pitch is.

Expect the squeeze every single time.

→ Stay calm
→ Don’t fold
→ Don’t drop your price just to keep the conversation going

Sometimes the best move is to say nothing.

Let the silence do the work.

2. Separate budget vs price

This is where most reps blow the deal.

→ Price = what your product costs
→ Budget = what they’re allowed to spend

You might be priced fairly and still hear “we don’t have budget.”

Ask the question: is this about cost, or about internal constraints?

3. Check the comparison

Push for clarity.

→ Are they looking at a cheaper option?
→ Do they have outdated pricing in mind?
→ Did someone internally anchor them lower?

This is your chance to reframe value.

Don’t justify the number — justify the result.

4. Build the case

This usually means one of two things:

→ You’re not talking to the person with authority
→ You haven’t made the business case strong enough

Focus on:

✔ Why the problem is urgent
✔ What the ROI looks like
✔ Why it’s worth reallocating money or asking for more

You’re not negotiating. You’re helping them get to yes.

5. Pass the test

And most reps fail the test.

→ Buyers ask for a discount because it works
→ If you cave, they lose respect
→ If you hold, they lean in

Know when to hold the line.

Protect your price, protect your positioning.

Create green light moments when negotiating

Christopher "Chris" Voss, an ex-FBI hostage negotiator and CEO of The Black Swan Group, gives powerful insights on the art of negotiation.

1. Set the mood: playful wins

Starting in a positive, happy mood can give you an edge.

⇢ It makes you 31% smarter and quicker in the moment.
⇢ People naturally mirror your tone.
⇢ Playful = non-threatening = open conversation.

↳ This disarms resistance and builds connection fast.

2. Don’t be afraid to name the elephant

Say what they’re already thinking — but say it with humor.

⇢ “I owe you money.” (Delivered in a self-aware, cheeky tone.)
⇢ You’re not making excuses or being defensive.
⇢ You’re owning it before they do.

↳ This builds instant trust and empathy.

3. Use tactical sales empathy

Put yourself in their shoes.

⇢ They deal with angry, rude, and defensive people all day.
⇢ So be the opposite: easygoing, likable, fun.
⇢ Acknowledge the situation in a way they can relate to.

↳ When they feel seen, they want to help you.

4. Create “green light” moments

Time your ask for when they’re most likely to say yes.

⇢ Mid-morning (around 10:30 AM) is peak decision-making time.
⇢ You’re energized. They’re energized.
⇢ You both have mental gas in the tank.

↳ Green light = Go moment for your best shot.

5. Stack tone + timing = magic

When you combine playful tone and perfect timing:

⇢ You lower defenses.
⇢ You trigger collaboration, not conflict.
⇢ You make them want to help you.

↳ That’s how a 10% discount turned into an 80% bill reduction.

6. Confirm and close with clarity

Don’t assume — double check and close cleanly.

⇢ “$700 off?”
⇢ “No, $700 to settle the whole thing.”
⇢ Be gracious, appreciate the outcome, and close the loop.

↳ Empathy and clarity seal the deal.

How great negotiators win before talks even start

Mike Pinkel, founder of P.S.I. Selling portrays how great negotiators don’t wait until the end of the quarter to make deals.

They start by aligning interests and building value early— when it counts the most.

1. Map prospect priorities early

Figure out what really matters to them.

⇢ Is it unit price, deal size, timeline, or flexibility?
⇢ Find out during discovery, not at the end.
⇢ Focus on what you care about vs. what they care about.

↳ This creates space to trade—not argue.

2. Look for complementary interests

You want win-win deals, not compromises.

⇢ If they care about unit price, and you care about deal size—perfect.
⇢ That’s a clean trade: you give on what they value, and get what you need.
⇢ You’re not negotiating at the end—you’re confirming what’s already aligned.

↳ That’s how both sides walk away happy.

3. Shape their priorities early

Don’t just uncover interests—build them.

⇢ Show how a larger rollout brings bigger returns.
⇢ Make a case for broader implementation up front.
⇢ Help them see the value in what you want them to value.

↳ They’ll fight for your deal from the inside.

4. Build value before talking price

Don’t discount before decision-makers are involved.

⇢ Early pricing talks = lost leverage.
⇢ Save your offers for those who can offer something back.
⇢ Avoid giving deals to folks who can’t close.

↳ Trade only when there’s something to gain.

5. Wait to flex until the time is right

Your flexibility is a card—don’t play it too soon.

⇢ Hold off on custom pricing.
⇢ Wait until legal, procurement, or execs are in the room.
⇢ That’s when real negotiation happens.

↳ You’ll get more by giving at the right time.

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