There are some things that you should try to emphasize when dealing with a pricing objection:

Stress the value of ownership versus the cost of purchasing.
Stress the value of the service versus the cost of the service.
Stress the value of long-term benefits versus the up-front costs.
Stress benefits rather than features.

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Certain objections exist to every proposition in the world. What would a soccer, football or basketball game be like without the blocking of shots? And what your proposition is determines what the objections are.
Call on a thousand average people to whom your proposition is salable. You’ll find the self-same objections on the lips of the majority of them. And these objections, boiled down and standardized, resolve themselves into a very small number.
For instance, in the paint business the standard objections are:
(a) “Too much money tied up in present stock to …