Yes, dealing with the cost response is a tough one especially if we aren't sure what the actual objection is. Are they objecting to the total cost of tuition OR are they objecting to the fact that they don't know how to pay for it? These are two entirely different things and sometimes we miss the opportunity to discover which issue to resolve.
Perhaps try to clarify the actual objection first by asking, "What specifically about cost concerns you?" Once you do this, the student will point the way as to what their real concern is.
