This is often a "polite" way to say no. Dr. Naidu suggests uncovering the cost of inaction.

If a prospect didn’t care, they wouldn't argue. An objection means they are mentally trying to fit your solution into their world.

To handle objections with the finesse of a top closer, Dr. Naidu advocates for the :

"I appreciate you bringing that up. If we set the price aside for a moment, does the solution itself meet every one of your operational needs?"

Ask open-ended questions to find the real objection. Is it the price, or is it the perceived value?

Often, the most effective response to an objection is a brief pause, allowing the prospect to fully explain their hesitation. 2. Dr. Naidu’s Top Objection Handling Framework: ACAC