25 phrases to stop losing money.

Phrase 1

Avoid: “Is there any flexibility?”

Use: “I can look at options, but I’d want any movement on price to be matched by movement on scope.”

Why it works: Turns a discount into a trade.

Phrase 2

Avoid: “Can you do it cheaper?”

Use: “The price reflects the outcome and the level of work required. If the budget is fixed, let’s reshape the deliverables.”

Why it works: Protects value without sounding defensive.

Phrase 3

Avoid: “We have a cheaper quote.”

Use: “That may make sense if the scope and standard are the same. Let’s compare what is actually included before we compare price.”

Why it works: Moves the discussion from price to comparison.

Phrase 4

Avoid: “Can you meet us halfway?”

Use: “I don’t want to split the difference if the difference is scope. Let’s identify what changes if the number changes.”

Why it works: Stops arbitrary concession.

Phrase 5

Avoid: “It’s above budget.”

Use: “Understood. Is the issue total budget, cash timing, or confidence in the return?”

Why it works: Diagnoses the real objection.

Phrase 1

Avoid: “I was hoping for more.”

Use: “Given the responsibilities I’m carrying and the outcomes I’m delivering, I’d like to align the compensation with the level of impact.”

Why it works: Sounds commercial, not emotional.

Phrase 2

Avoid: “Can you increase the offer?”

Use: “What flexibility exists to bring the package closer to the scope and expectations of the role?”

Why it works: Keeps the ask professional.

Phrase 3

Avoid: “I need a raise.”

Use: “I’d like to discuss how my role has expanded and what a fair adjustment would look like from here.”

Why it works: Links money to expanded contribution.

Phrase 4

Avoid: “That offer feels low.”

Use: “I’m excited about the role. To make it work, the package needs to reflect the responsibility and market range.”

Why it works: Keeps warmth while holding the line.

Phrase 5

Avoid: “Can you match another offer?”

Use: “I have another option at a higher level, but I’d prefer to find a way to make this role work if the package can move.”

Why it works: Creates leverage without threatening.

Phrase 1

Avoid: “That’s too expensive.”

Use: “Before we approve an increase, I need to understand what changed, what is temporary, and what can be phased.”

Why it works: Requests evidence and options.

Phrase 2

Avoid: “Can you reduce it?”

Use: “If the headline rate has to move, where can we protect value elsewhere in the agreement?”

Why it works: Opens multiple trade routes.

Phrase 3

Avoid: “We can’t afford that.”

Use: “That increase creates internal pressure for us. Help me build a version that protects continuity without accepting the full jump immediately.”

Why it works: Makes them collaborate on a solution.

Phrase 4

Avoid: “Why has it gone up?”

Use: “Talk me through the drivers of the increase so we can separate unavoidable costs from negotiable margin.”

Why it works: Separates facts from padding.

Phrase 5

Avoid: “We’ll look elsewhere.”

Use: “We’d prefer not to change suppliers, but this increase means we need a commercially defensible path forward.”

Why it works: Signals alternatives without burning trust.

Phrase 1

Avoid: “No problem.”

Use: “Happy to help — that’s outside the current scope, so I’ll price it separately before we begin.”

Why it works: Keeps helpfulness while protecting margin.

Phrase 2

Avoid: “I’ll squeeze it in.”

Use: “We can include that if we either extend the timeline or swap it for something currently in scope.”

Why it works: Makes capacity visible.

Phrase 3

Avoid: “That wasn’t included.”

Use: “That sits beyond the original agreement. Let’s capture it properly so expectations stay clear on both sides.”

Why it works: Avoids sounding petty.

Phrase 4

Avoid: “This is becoming too much.”

Use: “To keep the original work protected, I suggest we separate this into a change request.”

Why it works: Creates a professional boundary.

Phrase 5

Avoid: “We didn’t agree that.”

Use: “The current agreement covers X. What you’re asking for is Y, so let’s agree the added scope before work starts.”

Why it works: Clarifies the line without conflict.

Phrase 1

Avoid: “Just checking in.”

Use: “The invoice is now overdue. Can you confirm today when payment will be made?”

Why it works: Replaces vague chasing with a clear ask.

Phrase 2

Avoid: “Any update?”

Use: “Please confirm whether this has been approved for payment or if anything is blocking it.”

Why it works: Forces a specific answer.

Phrase 3

Avoid: “Could you pay soon?”

Use: “We need payment cleared by [date] to keep the account in good standing.”

Why it works: Adds consequence without aggression.

Phrase 4

Avoid: “Sorry to chase.”

Use: “Following up on the overdue invoice. Please send the payment date today so we can close this out.”

Why it works: Removes unnecessary apology.

Phrase 5

Avoid: “Is finance dealing with this?”

Use: “Who is the right person to confirm payment timing, and can you introduce me today?”

Why it works: Finds the real blocker.