---
title: "How to Defeat Pricing Objections in Agency Sales"
description: "Stop discounting. Here's how to handle pricing objections in agency sales conversations without losing the deal or your margins."
url: https://timkilroy.com/blog/defeat-pricing-objections
date: 2022-07-05
updated: 2026-02-28T22:56:43Z
category: "Sales"
author: Tim Kilroy
---

# How to Defeat Pricing Objections in Agency Sales

_Stop discounting. Here's how to handle pricing objections in agency sales conversations without losing the deal or your margins._


**There are three ways you can defeat pricing objections during the sales process.**

**Number One: Get people to think about the future because that takes away the present. **It makes it easier for someone to say “yes” if you focus on the transformational nature of what you do and on the outcome, rather than on the pricing.

**Number Two: Focus on making it an upfront project. **They get the experience of working with you. That foot-in-the-door strategy is a marvelous way to get over pricing issues. 

**Number Three: Think about how to make this engagement a shared risk**. Many agencies want to price it so that they have no risk, and the client takes all the risk. Is there a way that you can reconfigure the opportunity with a revenue or a media spend share?





[Watch on YouTube (YouTube)](https://www.youtube.com/watch?v=XDlVZIc-Uzc)

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Canonical URL: https://timkilroy.com/blog/defeat-pricing-objections