Never lead with a discount. First understand why they think it is expensive, then reframe the conversation around the value of solving their specific problem.
Strong answers do not immediately discount. Instead: understand the real concern (budget vs. value perception), reframe around ROI and total cost of ownership, quantify the cost of not solving the problem, and differentiate on value rather than features. Best candidates prepare for this objection before it arises.
Fundamental sales skill. Weak candidates discount immediately. Strong candidates explore the underlying concern and reframe. Ask: "What if they still push for a discount after reframing?"