Objection Handling / Price Objections
Price Objections
Never Say a Number Alone
Consistent, compliant, repeatable
A price objection is really two questions stacked together: “what does it cost” and, unspoken, “can I actually afford this.” Answering only the first one hands the caller sticker shock with nothing to soften it. This guide covers how to never say a number alone, framing cost against value before the caller has to ask, and the financing language that answers the unspoken half of the question. You’ll get sample scripts for the moment the number actually comes up. Say the number once you’ve earned it, not the moment it’s asked.
Why This Objection Happens
Quoting a bare range with no financing context is the single most common miss on price calls. The fix isn’t hiding the number, it’s never saying it without a monthly-payment path and a next step in the same breath.
Sample Scripts
Caller: “Just give me a ballpark, how much does this run?”
Staff: “It typically runs [$X to $Y] depending on what you need, and most patients finance it through CareCredit or a similar plan, some as low as [$Z]/month. The free consultation is what gives you your actual number, want to grab a time this week?”
Caller: “How much are you going to charge me?”
Staff: “Honestly, I’d be guessing, I haven’t seen you yet. That’s exactly what the free consult is for, [Doctor Name] will tell you precisely what you need and what it costs.”
Never quote a bare number and stop talking. Pair the range with a financing option and a next step, every time.
A caller asks for a price “just to get an idea.” What’s the strongest response?
Quote the highest number in your range so there are no surprises later.
Give the range, mention financing, and offer the free consult in the same breath.
Say pricing can’t be discussed over the phone at all.
Ask them to email for a quote.
Correct answer highlighted — B
Speaking of handling things well
Know a practice fumbling the same objections you just aced?
Refer them in and earn when they come on board.