Can I try this scenario before signing up?

Yes. The preview on this page runs the real scenario by voice in your browser for up to five minutes. After the call, you get scored feedback, and you can start with your work email.

How do you answer someone who says their doctor is covered by insurance?

Start by agreeing that the comparison makes sense from their point of view. Then find out what they are actually comparing: cost alone, expected outcomes, or what happens during care. From there, explain the program's role in plain language so the person can judge fit, not just price.

What if the real issue is not the price?

That is common, and it is why pushing harder usually backfires. A strong response checks whether the objection is about affordability, uncertainty, timing, or belief that standard medical care already covers what they need. Once you know which one it is, your next step can be honest and specific.

Handle 'this program costs too much'

A prospective member interested in the program but stuck on price, comparing it to their insurance-covered doctor. Learner must hold value without discounting, explore what's behind the objection, and offer options.

Cost objections
Value framing
Options, not discounts

One of 7 payments & collections scenarios in the library.

Live previewPayments & collections

Greg Palmer

Prospective member

Handle 'this program costs too much'

Skills you'll train

Cost objections
Value framing
Options, not discounts

Don't take our word for it — 5 minutes, live, in your browser

Your brief

Wellness & performanceVoice · ~5 minScored: Percentage

You are entering a conversation with Greg, a prospective member who likes the idea of the program but is stuck on the price. He keeps comparing the cost to seeing his doctor through insurance, so this conversation matters because a quick discount would weaken trust and the program's value. Your goal is to understand what is really behind his objection, help him see the difference between this program and standard medical care, and move toward a realistic next step without discounting.

Why it's hard

Price objections sound simple until the prospect keeps holding you up against a doctor visit that insurance already covers. If you defend the fee too hard, you sound like you're selling; if you reach for a discount, you drain the program of value. The real test is figuring out whether Greg means affordability, skepticism, or plain sticker shock.

Insurance sets his benchmark
He already likes the idea
Price may be masking doubt
Discounting would undercut value

What good looks like

Keep your tone steady when Greg pushes on cost, and resist the urge to argue the price.
Acknowledge that the number feels big, then ask what is really driving it: budget, uncertainty about what he gets, or something else.
Spell out how this program serves a different purpose than an insurance-covered doctor visit, using concrete differences instead of vague claims.
Offer a real option that keeps the price intact, such as reviewing fit, walking through the program structure, or discussing payment approach if applicable.
Close with a specific next step so the conversation goes somewhere clear, even if the answer is that the program is not the right match.

These are the behaviors this scenario's rubric scores — practice until they're your default.

Frequently asked questions

Cost objection training is practice for handling price pushback without getting defensive or cutting the price too fast. In this voice AI scenario, you respond to Greg Palmer in a browser-based conversation, then get a percentage score, transcript, and feedback based on how well you explored the objection, framed value, and offered a next step.