How to handle: "Your pricing doesn't make sense for a company our size."
Explore their size and specific needs, then discuss scalability and growth plans so the conversation moves from "your pricing doesn't make sense for" to the business outcome they actually care about.
What this objection really means
Almost always a value or risk problem in disguise — they don't yet see the return that justifies the spend. For "your pricing doesn't make sense for" specifically, the underlying job is to explore their size and specific needs before you say anything else — that one move usually reveals whether this is a genuine blocker or a reflex response.
Frequently Asked Questions
- What does "Your pricing doesn't make sense for a company our size." really mean?
- Almost always a value or risk problem in disguise — they don't yet see the return that justifies the spend. In this specific case, the signal you're looking for is whether you've done step one: explore their size and specific needs. If that's missing, the objection will keep resurfacing.
- What's the best framework for handling this objection?
- Use the Price & Budget framework: Acknowledge → Anchor on value → Quantify the cost of doing nothing → Re-confirm fit. For "your pricing doesn't make sense for" specifically, the move that matters most is to discuss scalability and growth plans before you share similar customer success stories.
- Should I respond immediately or ask a question first?
- Ask first. A useful opener here is: "When you say 'your pricing doesn't make sense for', what's the specific thing driving that?" — it earns you the right to respond and prevents you from solving the wrong version of the objection.
- What's the single most common mistake reps make here?
- Discounting before you've established value — it permanently lowers the anchor. Specifically on "your pricing doesn't make sense for", reps tend to skip "explore their size and specific needs" — which is the one move that turns the objection from a wall into a conversation.
- How should I follow up if the call ends with "your pricing doesn't make sense for"?
- Send a short recap that mirrors their exact language, references one piece of proof (case study, benchmark, or customer quote), and proposes one specific, low-commitment next step with a date attached.
- Can I practice this objection with an AI buyer?
- Yes — LemCoach scenarios let you run a live roleplay where the AI prospect uses "Your pricing doesn't make sense for a company our size." verbatim, then scores your response against the key points: Explore their size and specific needs; Discuss scalability and growth plans; Share similar customer success stories.