Break the Price Into Small Pieces
Practical ways to break the price into small pieces, so a big number becomes manageable and clear.
Small pieces feel lighter. Show the cost per use.
10 tips that really help
These ideas come from Objections (Jeb Blount), Never Split the Difference (Chris Voss), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.
Smaller pieces feel lighter
Breaking a price into daily or monthly amounts helps customers see it in a different light.
Calculate it simply.
Show the cost per day or use
A figure such as the price of a coffee a day can make an investment feel manageable.
Be honest in your comparison.
Offer payment plans
Spreading the cost over months can make a large purchase possible.
Check your options.
Compare to the value created
Show what they gain per month against what they pay per month.
Put both numbers side by side.
Be transparent about the total
Do not hide the full amount, since surprises damage trust.
State both clearly.
Highlight what is included
Listing components shows what the price covers.
Use bullet points.
Offer phases
Start with one part and add more later.
Define stages.
Show savings elsewhere
Explain what they will no longer need to pay for.
Identify offsets.
Check comfort with the monthly amount
Ask whether that feels workable.
Listen carefully.
Avoid tricks
Splitting prices should clarify, not disguise.
Keep it honest.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“That is about eight dollars a day.”
“Less than a coffee.”
“It saves forty dollars of time each day.”
“You can pay monthly.”
“Does that feel clearer?”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Calculate cost per day
Calculate cost per use
Calculate return
Offer payment plans
Compare honestly
Avoid trickery
Review
Further reading
- Objections (Jeb Blount)
- Never Split the Difference (Chris Voss)
- The Sandler Rules (David Mattson)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Turn "No" Into "Not Yet"”
Keep going. Small steps every day make a big change.
← Previous: Show the Cost of Doing NothingNext: Explain Value Before Price →
- An Objection Is Interest in Disguise
- The Four Real Reasons for Every Objection
- Stay Calm When They Push Back
- Do Not Argue, Do Not Defend
- Pause Before You Answer
- Know the Top Ten Objections Before You Hear Them
- Write Your Own Objection Playbook
- Too Expensive: What They Really Mean
- Compared to What?
- Show the Cost of Doing Nothing
- Break the Price Into Small Pieces
- Explain Value Before Price
- Handle "Your Competitor Is Cheaper"
- When to Say "We Are Not the Cheapest"
- I Need to Think About It
- It Is Not the Right Time
- Call Me Next Month
- Just Send Me Something
- I Need to Talk to My Partner
- Create Honest Reasons to Act Now
- Follow Up Without Nagging
- We Have Had a Bad Experience Before
- I Am Not Sure It Will Work for Us
- We Already Use Someone Else
- We Are Happy With What We Have
- Reduce Risk With Proof
- Offer a Trial, a Pilot or a Guarantee
- Let Customers Reassure Customers
- Feel, Felt, Found Done Right
- Acknowledge, Ask, Answer
- Use "Help Me Understand"
- Reframe the Concern Kindly
- Turn the Objection Into a Question
- Know When to Stay Silent
- Spot a Real No
- Leave the Door Open
- Ask What Would Change Their Mind
- Learn From Every Lost Deal
- Stay in Touch With Lost Leads
- Come Back Later With a Fresh Reason
