Handling Price Objections in Window Treatment Sales: Scripts That Work

Price objections are the most common reason in-home window treatment consultations stall. But here's the truth most sales trainers won't tell you: the objection is rarely about the price itself. It's about perceived value, comparison anxiety, or decision avoidance. Once you understand that, you can respond with empathy and confidence instead of discounting.

Here are the most common price objections in window treatment sales — and scripts that actually work.

Objection #1: “That's more than I expected.”

This is the most honest objection you'll hear, and it's actually a good sign — they're engaging with the price, not dismissing you. The key is to acknowledge their reaction without immediately defending or discounting.

The Script

“I totally understand — custom window treatments are an investment, and most people don't realize the range until they see an actual quote. Can I ask — when you say more than expected, are we talking about the overall project or a specific room? Sometimes we can adjust the scope or look at different products to get closer to where you're comfortable.”

Why it works: You normalize the reaction, ask a clarifying question, and open the door to solutions — without offering a discount. Often the homeowner will tell you which rooms are the priority, letting you phase the project.

Objection #2: “Home Depot / online is way cheaper.”

This comparison is inevitable, and fighting it directly (“well, their products are junk”) makes you sound defensive. Instead, reframe the comparison around what they actually get.

The Script

“You're right — you can find window coverings for less at big box stores or online. And for some rooms, that might be the perfect fit. What you get with us is the full service: professional measurement so nothing comes back wrong, custom sizing for your exact windows, installation included, and a warranty I personally stand behind. Most of our clients have tried the DIY route on at least one room before calling us — and that's exactly why they called.”

Why it works: You agree instead of arguing, highlight the services they can't get elsewhere, and use social proof (other customers had the same thought). The “tried the DIY route” line lands especially well because it's almost always true.

Objection #3: “We need to think about it.”

This is the most frustrating objection because it sounds final but usually means “something is holding me back and I'm not sure what.” Your job is to gently surface the real concern.

The Script

“Absolutely — this is a big decision and I want you to feel 100% confident. Just so I can help, can I ask: is it more about the product selection, or is it the investment side that you want to think through? I want to make sure I've given you everything you need.”

Why it works: By giving them two specific options (product vs. price), you make it easy for them to tell you the real concern. Once they do, you can address it directly. If it's price, you can explore phasing or financing. If it's product, you can revisit options.

Objection #4: “We're getting other quotes.”

Comparison shopping is normal and healthy. Trying to prevent it makes you look insecure. Instead, position yourself as the expert who welcomes it.

The Script

“That's smart — I always encourage people to compare. A couple things to look for when you're evaluating quotes: make sure they're quoting the same product specs (cell size, fabric grade, mounting type), that installation is included, and what the warranty covers. If you have questions about anything you see in another quote, feel free to call me — I'm happy to help you compare apples-to-apples.”

Why it works: You become the helpful advisor, not the defensive competitor. You also plant important comparison criteria that often favor custom dealers over budget competitors. And by offering to help them evaluate other quotes, you stay top of mind.

Objection #5: “Can you do any better on price?”

The direct discount request. This is where most reps cave immediately, training customers to always ask. Hold your ground while still making them feel heard.

The Script

“I wish I could — I've already given you our best pricing for this product level. What I can do is look at a few things: if there's a room where we could use a different product that's still great quality but at a lower price point, or if you wanted to phase the project and start with the rooms that matter most. Would either of those help?”

Why it works: You don't say no — you redirect to alternatives that preserve your margin. Phasing is especially powerful because it gets them to commit to something today, and the second phase almost always follows.

The Underlying Principle: Value Before Price

Every script above shares a common thread: they redirect the conversation from price to value. If a homeowner only sees your product as a commodity — something measurable in square footage and material — they'll always compare you on price. But if they see you as a trusted advisor who solves their specific problems, price becomes secondary.

The best way to build that value perception? A flawless discovery process. The more you understand their needs, the easier it is to frame your price as the cost of solving a real problem — not just covering their windows.

Practice Makes Permanent

Reading scripts is one thing. Delivering them naturally, in the moment, when a homeowner catches you off guard — that's another. The consultants who handle objections best are the ones who practice regularly, whether through role-play with their team, reviewing recorded consultations, or getting feedback from AI-powered coaching tools that identify exactly where objection handling breaks down.

The goal isn't to memorize scripts word-for-word. It's to internalize the principles — acknowledge, clarify, redirect — so you can adapt them to any conversation.