Are You Sabotaging Your Own Sales With This Pricing Phrase?

Do you dread the moment you have to talk about pricing with a prospect? Does your heart sink when they immediately ask, "Can you do any better on the price?" You're not alone. Many sales professionals feel their proposals don't stand a chance when a competitor has a lower price, and some even admit to feeling desperate when they hear themselves say those fateful words: "If you get a better offer, let me know."

What if I told you that this seemingly innocent phrase is actively undermining your deals and inviting prospects to shop around?

That single sentence—and others like it—isn't just a helpful invitation for dialogue. It's an act of self-sabotage that undermines your value proposition and signals to your prospect that you lack confidence in your own pricing.

In this article, we'll examine the psychology behind these damaging phrases, why they're costing you deals, and provide you with powerful alternatives that maintain confidence while still addressing competitive concerns.

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The Psychology of Self-Sabotage: Why Your Words Are Costing You Deals

The words you choose in sales conversations aren't just filler—they fundamentally frame the negotiation and signal your confidence level to prospects.

Research from the University of Pennsylvania highlights that hedging language significantly reduces perceived confidence and persuasive impact. Yet many of us unconsciously pepper our sales conversations with words that undermine our position.

The Words That Weaken Your Position

Pay attention to these common qualifiers that might be sabotaging your sales:

• "Just": Minimizes your statement ("I just wanted to check in about our proposal")
• "Actually": Suggests defensiveness ("We actually work with companies like yours")
• "Honestly": Implies you might have been dishonest before
• "Maybe/Possibly/Potentially": Expresses uncertainty and dilutes your message

But perhaps the most damaging phrase of all is: "If you get a more competitive offer, let me know."

What You're REALLY Saying

When you tell a prospect to come back if they find a better price, here's what you're actually communicating:

1. "My price is negotiable and probably inflated": You're signaling that your initial offer isn't your best one.
2. "I expect you to shop around": You're actively encouraging price comparison rather than value assessment.
3. "I'm desperate for your business": You're positioning yourself as willing to compromise on value to make the sale.
4. "Price is the most important factor in this decision": You've shifted the conversation from total cost of ownership and ROI to a simple price tag.

This language immediately transforms you from a confident value provider into a desperate discounter. And once you've positioned yourself this way, it's extremely difficult to regain the upper hand in negotiations.

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From Confident Advisor to Desperate Discounter: How Weak Language Invites Objections

Understanding the difference between legitimate sales objections and mere obstructions is crucial. Objections are valid concerns about budget, need, or trust, while obstructions are simply excuses. Weak language often transforms what could be a productive discussion into hard objections that kill deals.

Let's examine how phrases like "If you get a better offer, let me know" directly create the very objections you're trying to avoid:

The Objections You're Creating

Price Objection ("It's too expensive"): When you invite price shopping, you've validated their concern that your price is too high and negotiable. You've shifted the focus from value to cost, making an apples-to-apples comparison inevitable.

Value Objection ("I'm not sure it's worth it"): By emphasizing price over value, you've implicitly told them that the primary value of your offering is tied to being the cheapest option, not necessarily the best one for their specific needs.

Competitor Objection ("Company X offered me a lower price"): You literally asked them to go find this objection! Don't be surprised when they return with a competitor's quote demanding you match it.

A sales professional from a nonprofit technology provider shared: "I kept losing deals until I realized I was inviting price sensitivity by immediately offering to match competitors. Our clients didn't need the cheapest solution—they needed one that understood nonprofit budgeting constraints while ensuring compliance with their grant requirements."

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Reclaiming Control: Proactive Strategies to Anchor Your Value

Instead of reactively responding to pricing pressures, take control of the conversation by anchoring your value from the beginning.

The Power of Price Anchoring

Psychologists Daniel Kahneman and Amos Tversky pioneered research showing that the first price mentioned in a negotiation serves as a powerful cognitive anchor that influences the entire discussion. This means you need to establish your value before any price comparison happens.

Building Your Anchoring Strategy

1. Know Your Bargaining Zone:
   • Define your reservation point (your absolute minimum acceptable price)
   • Understand your prospect's constraints
   • Identify the zone of possible agreement where both parties can find satisfaction
2. Lead with Value Differentiation:
   • Before discussing price, clearly articulate what makes your offering unique
   • Focus on feature depth that competitors can't match
   • Highlight aspects of emotional buying that go beyond rational price comparison
3. Frame the Conversation Around Outcomes:
   • Shift from price to the results your clients achieve
   • Quantify ROI whenever possible ("Our clients typically see a 3x return within the first year")
   • Discuss total cost of ownership rather than upfront price

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The Confident Communicator's Playbook: Scripts and Scenarios

Now let's move from theory to practice with specific language and role-play scenarios you can use immediately.

Alternative Phrases to "Let Me Know About Better Offers"

Instead of undermining your value proposition with desperate language, try these confident alternatives:

Confident Framing: "Our pricing reflects the comprehensive value and ROI our clients experience, including [mention 1-2 key differentiators]. I'm confident it's a strong investment for achieving [prospect's goal]."

Value-Oriented Framing: "We focus on delivering exceptional quality and customer satisfaction, which is reflected in our pricing. Our clients find that the long-term value far exceeds the initial investment."

Differentiation Framing: "While we may not always be the lowest-priced option, our clients choose us because of our [unique feature/service] that directly addresses [specific pain point]."

Role-Play Scenarios & Scripts for Handling Price Objections

Scenario 1: Prospect says, "I found a cheaper option" or "Your competitor is cheaper."

❌ Bad Response: "Okay, let me see if I can get you a discount."

✅ Good Response: "I understand that price is an important factor in your decision. Many of our clients initially told us the same thing when they were evaluating options. What they discovered was that while we may not be the cheapest option upfront, our dedicated implementation team and 24/7 support actually resulted in a lower total cost of ownership and a much faster ROI. Can we explore how that might apply to your situation?"

Scenario 2: Prospect asks, "Can you do any better on the price?"

❌ Bad Response: "How much of a discount are you looking for?"

✅ Good Response: "That's a fair question. To make sure I understand, is the price the only thing holding you back from moving forward, or are there other aspects of the proposal you have concerns about?"

Follow-up (If price is the only issue): "I appreciate you asking. The price is based on the significant value we provide in [Areas A, B, and C]. To look at adjusting the price, we would need to look at adjusting the scope of the solution. Which of these outcomes is a lower priority for you right now?"

Scenario 3: Handling the "We don't have the budget" objection.

❌ Bad Response: "When will you have the budget?"

✅ Good Response: "I understand that budget is a key consideration, especially with nonprofit budgeting constraints. Let's set the price aside for a moment. If this solution could solve [Pain Point 1] and help you achieve [Goal 1], would you agree it would be a valuable tool for your team? Let's discuss the ROI. Many of our clients see a full return on their investment within [timeframe]."

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Stop Defending Price, Start Championing Value

The language you use in a sales conversation isn't just filler—it's a direct reflection of the confidence you have in your product or service. Weak, apologetic phrases like "let me know if you get a better offer" actively sabotage your deals by inviting discounting and price-based competition.

Instead, focus on:

1. Eliminating hedging language that undermines your confidence
2. Articulating your unique value proposition clearly and confidently
3. Shifting conversations from price to value and total cost of ownership
4. Using strong, affirmative language that positions you as an advisor, not a vendor
5. Preparing specific responses to common objections that maintain your position

When you stop apologizing for your price and start confidently championing your value, you'll find that prospects respond differently. They'll engage with the substance of your offering rather than fixating on the price tag.

The next time you're in a pricing conversation, challenge yourself to remove words like "just," "maybe," and "honestly." Instead of asking for a market comparison, confidently state your value. Your bottom line—and your confidence—will thank you for it.

As a first step, record your next sales call and listen back specifically for hedging language. Awareness is the first step to change. Then replace those undermining phrases with the confident alternatives we've discussed. You'll be amazed at how quickly your price objections diminish when you stop inviting them in the first place.

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