The "Too Expensive" & "Let Me Think About It" Objection Playbook

This playbook is for service business owners and their sales teams who put real effort into discovery calls and proposals, then hear "that's too expensive" or "let me think about it" at the end. If your close rate doesn't match your effort, the objection is usually not the real problem. It's a symptom of something that happened earlier in the call. Inside are seven plays. Each tells you when to use it, gives you the steps to run it, and shows an example you can adapt to your own offer. You'll learn to open discovery so the prospect helps design the solution. You'll learn to put a number on what their problem costs them each month, so your price is compared with the cost of doing nothing. You'll also learn to answer "expensive compared to what?" without defending your fee, and to turn "let me think about it" into a specific next step. There's also a play for the trust gaps that make prospects put their guard up, and a way to track which objections keep coming back so you can fix them at the source. The approach comes from Tyler Archer's work as a sales coach for service businesses, where clients have generated over $7M in results. His core belief is simple: objections are a trust and clarity problem, not a price problem. Pushy salespeople focus on selling, and successful ones focus on solving. Tyler has taught this to owners and teams, including a client who closed a $6,000 deal within 48 hours of changing how they ran discovery. You won't find scripts that pressure people or tricks that make prospects feel cornered. You'll get a calm, repeatable way to run the conversation so price becomes a smaller part of it.