We all get told at one point or another, “Your price is too high!“
This article gives you clear responses that that anyone can use to handle such a situation.
(Reader’s Digest version for those lazy people who don’t want to read a five minute article… ask the customer, “What would you like to give up?” and put the ball in their court for why your price may be higher. You quickly learn what is important to your customer and you open the door for a discussion that makes your customer more informed.)
PS You really should read the whole article because there are a few more steps that anyone on your staff can follow.