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Vera

Do not discount in the first four seconds.

Hold your price, or find out whether price is the real issue.

The prospect says it is too expensive and you start negotiating against yourself.

What Vera actually is

A phone call with someone who is not there. You say the thing out loud, they answer the way a real person would, and you get to do it again — as many times as it takes, with nobody listening.

1She calls youA real phone call, about ten seconds after you tap. Lock screen, headphones, car — wherever you take calls.
2She plays the other personNot a coach reading tips. Price Objections, with someone on the other end who answers back.
3She pushes when you are vagueFollow-up questions, interruptions when you ramble, and a straight read at the end on what landed.
Start Practising

15 minutes free · no card needed

Start Practising

15 minutes free · no card needed

“What if I am bad at it?”Everyone is, on the first one. That is the entire reason it happens here and not there.
“What if I do not know what to say?”She asks first and follows up on whatever you answer. You never start from a blank page.
“What if it is awkward?”It is, for about twenty seconds. Then it is a conversation, and nobody heard the twenty seconds.

Not practising doesn’t save you anything.

The ticket, the evening, the weeks of applying — all of it is spent before anyone says a word. The practice is the only cheap part, and the only part that changes how the rest goes.

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What they'll actually say

A prospect who pushes back, then follows up on however you handle it.

  1. That is more than we were expecting to spend.
  2. Your competitor is thirty percent cheaper.
  3. What is the best you can do?
  4. You just offered a discount. Why?
  5. Can you get me a better price if I sign this quarter?
More about this one

Price objections are where reps lose the most margin, and it usually happens in the silence right after the objection. The instinct is to fill it — with a discount, with a justification, with a concession nobody asked for. Frequently the objection is not about price at all but about value not being established, which is a discovery problem surfacing late. Both need a response you have said out loud before.

Why this one is hard

Self-negotiationOffering a discount before one is asked for is the single most expensive habit in sales.
The pauseThe silence after a price objection is a tactic. Filling it costs money.
Price versus value"Too expensive" often means the value case was never made, which is a different problem.
Concession structureGiving something away without getting anything back trains the buyer to keep pushing.

What Vera listens for

Discount reflexHow many seconds pass before you offer something nobody asked for.
Silence toleranceWhether you can let the pause after your number sit.
TradingWhether concessions come with something in return or are simply given.

Related practice

Negotiation & ClosingTrading concessions, handling the late ask, and actually closing.Objection HandlingThe eight objections you get constantly, rehearsed until they stop landing.Competitor ObjectionsDisplacement, incumbents, and the trap of trashing a rival.For Account ExecutivesDiscovery, demos, negotiation, and the deal that just went quiet.

Common questions

Should I ever discount?

Frequently yes, and rarely unprompted and without a trade. The problem is the reflex, not the discount.

How do I know if price is the real objection?

Ask what they were expecting and why. A vague answer usually means value, not price.

What if I cannot change the price?

Practise that version too. Holding a fixed price gracefully is its own skill and it is entirely rehearsable.

Who this matters most for

For Account ExecutivesFor Account Managers & CSMsFor Freelancers & Consultants

Rehearse it once before it counts

Your first 15 minutes are free. No card required.

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