STEP 1 — OBJECTION DIAGNOSIS Budget issue: They may not have allocated funds. Value perception: They may not see the ROI. Negotiating tactic: They may be testing your flexibility. STEP 2 — RESPONSE STRATEGIES - ROI-led: "20 hours/week saved = $2,500/week. That's $130k/year. Our cost is $50k." - Value-led: "Compliance errors cost far more than our platform. Want to see the risk model?" - Reframe-led: "What's the cost of waiting another quarter? Audit season is coming." STEP 3 — ROI TALKING POINTS 1. Save 20 hours/week = $2,500/week = $130k/year. 2. Reduce audit prep time by 50% = 3 weeks saved. 3. Avoid 1 compliance fine = $100k+ saved. 4. Free up 2 FTEs for strategic work = $150k value. 5. Payback period = 4.6 months. STEP 4 — DISCOUNT NEGOTIATION LADDER 1. Give: 5% discount → Get: Annual contract. 2. Give: 10% discount → Get: 2-year commitment + case study. 3. Give: 15% discount → Get: 3-year commitment + 2 referrals. 4. Give: 20% discount → Get: 5-year commitment + reference call. STEP 5 — PRICING POWER SCORE Score: 8/10. Strong value story and clear ROI. Action: Prepare a one-page ROI summary to share with the CFO.