Pricing objections are part of every SaaS sales process. They don’t always mean your product is too expensive, they often just mean the buyer needs help justifying the spend.
Handled well, pricing objections can actually move the deal forward. Here’s how to approach them.
Ask what's behind the pushback
“Too expensive” can mean a few things:
- They don’t see the value yet
- They can’t afford it right now
- They need internal approval and want negotiating room
Dig a little deeper. Ask what budget they’re working with, who needs to sign off, and what the blocker actually is.
Focus on outcomes, not features
Buyers say yes to outcomes, not line items. Reframe your pricing in terms of ROI, time saved, risk avoided, or revenue unlocked. Bring in case studies or benchmarks if you have them.
If you’re trying to justify an annual contract, help them visualise the long-term benefit, not just the immediate cost.
Offer payment flexibility without discounting
Sometimes the buyer believes in the value but can’t swallow the upfront price. This is where Customer Financing can help.
With Lemon, you can offer monthly payments to your customer while still getting paid the full amount upfront. They get flexibility. You get the cash. No awkward discounting, no drawn-out negotiations.
Instead of lowering your price, you just lower the friction.
