Sales Objections
What to Say When a Prospect Claims Your Competitor is Half the Price
Attacking your competitor makes you look insecure. The elegant differentiation script that acknowledges the cheaper alternative while highlighting enterprise total cost of ownership.
Amit KasliwalCEO & Founder, Dehurdle
August 19, 20261 min read
The Friction
Prospects use cheap competitors as negotiation leverage to grind your margins down. If you criticize the competitor, the buyer gets defensive. You must respect the alternative while exposing its hidden costs.
The 'Different Tools for Different Jobs' Script
Recommended script
"Competitor X has built a great tool for small teams with basic requirements. Companies move to us when they hit scale, because [the capability that matters at scale] gets them through [the enterprise review] without workarounds. If [the basic need] is all you need, they are a solid choice. If you need [the outcome you deliver], that is where we fit."
3 Rules of Competitive Positioning
01
Praise One Thing About Them: It proves you are objective and credible.
02
Highlight the Architectural Trade-off: Explain why their lower price comes with lower reliability or compliance risk.
03
Let the Buyer Choose: Frame the choice as 'good enough for hobbies' vs. 'built for enterprise revenue.'
The 2-Minute Practice Drill
2-Minute Spoken Practice
The 2-Minute Practice Drill
Practice deflecting competitor comparisons in a Dehurdle simulation.
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