Handling Price Objections in Trade Services: 3 Common Scenarios & How to Overcome Them
Handling Price Objections in Trade Services: 3 Common Scenarios & How to Overcome Them
Trade business owners frequently face pricing pushback from customers. Whether it’s a competing quote, sticker shock, or cash flow concerns, how you respond can mean the difference between losing or winning the job. Here's how to handle each situation with a value-led, service-first approach.
1. Price Exceeds Competition
They’ve got another quote that’s cheaper. Don’t panic. Instead, use this as a chance to position your trade service as the smarter long-term choice:
Acknowledge the gap (“Yep, that’s a big difference.”)
Confirm the scope (“Are you sure they’ve quoted the same job, with the same materials and timelines?”)
Hold your ground (“We strive to offer competitively priced trade quotes, and this is our best offer.”)
Stack on value (“While I can’t move the price, I’d be happy to include XYZ to add more value.”)
Plant seeds of doubt (“If someone’s $600 cheaper, I’d question what corners are being cut. Are they licensed? Will they turn up on time?”)
Position your offer as a value-based proposal that delivers quality, reliability, and peace of mind.
2. Price Exceeds Expectation
They weren’t expecting it to cost that much—but haven’t gotten other quotes.
Ask them: “What were you hoping to come in at?”
Reframe the scope. Offer a stripped-back version that hits their price point.
Then walk them back up by clearly outlining the better outcomes of the full solution.
This consultative approach helps you turn initial resistance into a conversation about value, making your service-based quote more appealing.
3. Price Exceeds Current Financial Position
They want it, but can’t afford it right now.
Offer third-party finance options (e.g. Zip, Bright, Sky)
Quote with finance built in (e.g. “$250/month or $8,000 upfront”)
Show how you remove financial barriers and make quality trade project pricing more accessible
Expanding your market through finance options helps service-based businesses close more deals without discounting. You're not just quoting a job - you’re providing a cash-flow solution that makes the decision easier.
By handling price objections with clarity and confidence, trade business owners can elevate their brand, protect margins, and win more of the right work.
Kirk Neal - Trade Business Growth Coach
