Remove the emotion from the discussion and look at the facts. The more emotion you allow into the discussion the higher the price the seller will want. You must have conviction and belief in your price. It is imperative you show that when handling objections effectively. Remember this is your opportunity to overcome the concern and then ask for the order again.
Every objection is an opportunity to close.
Great agents clearly view objections as opportunities. The second situation is the seller's concern about your abilities. This objection stems from your presentation and conviction. When this arises a great agent will go back and focus on their track record. They will focus on telling the seller about their ability to get the job done.