“Too Expensive” Rarely Means “No Budget” — It’s Usually About Risk in B2B Technical Sales

In B2B technical sales, price objections often hide a deeper concern: performance risk. Learn how to turn uncertainty into confidence with engineering validation — and close high-value deals without discounts.

Why “Too Expensive” Often Means “Too Risky”

In B2B technical sales, hearing “the price is too high” is common. But more often than not, the objection isn’t really about budget — it’s about risk perception.

Customers dealing with high-stakes products — such as nanocrystalline cores, inverters, or EV components — need proof, not just a price tag. When performance is uncertain, even a competitive quote won’t secure the deal.

Case Study: Selling Nanocrystalline Cores to a Korean Inverter Manufacturer

One of our prospects — a Korean inverter company — praised our nanocrystalline magnetic cores for their excellent technical performance. But their initial feedback was:

“We love the performance. But the price is too high.”

Rather than offer a cheaper product, we asked a strategic question:

“Is the concern really cost — or whether the product’s performance will justify the investment?”

Root Cause: Uncertainty in Thermal Performance

The client's engineering team admitted their real concern: they were unsure if our product would meet their thermal threshold in real-world use.

This was a classic case of risk-based decision making.

Our Solution: Performance Validation Through Data

Instead of discounting, we delivered engineering confidence:

• Thermal test reports showing performance under load;

• Fatigue testing data from an existing EV client;

• A pilot batch for in-system validation and custom testing.

By addressing the root concern, we enabled the client to move forward without hesitation.

Result: Purchase Order Without Price Reduction

3 months later, we received the purchase order.

What changed? Not our price — but the customer’s confidence in our solution.

They needed clarity, not concessions.

Key Takeaway: Sell Confidence, Not Just Products

In the world of EV components, inverter cores, and power electronics, your customers are not just evaluating your materials — they’re assessing whether they can trust your product in their mission-critical systems.

The smartest way to overcome objections is to:

• Understand the real source of hesitation;

• Offer concrete, technical proof;

• Replace doubt with data.

Dongguan JH Amorphous design and export nanocrystalline and amorphous magnetic cores to manufacturers in the EV, inverter, and transformer industries worldwide.
Let’s engineer better performance — together.