How to Handle "I'm Getting Other Quotes"

When a buyer is getting other quotes, they haven't decided yet, which means you can still win. The rep who helps them compare clearly usually does.

Why buyers say it

Comparing quotes is smart, but most buyers don't know what to compare beyond price. That's your opening.

Label it

"It sounds like you want to make a smart decision."

Aligns with their goal.

Ask

"Besides price, how will you compare them?"

Reveals their real decision criteria.

Reframe

"Would it help if I showed you what to look for in every quote, including ours?"

Positions you as the advisor.

How do I win against a lower quote?

Help the buyer see what each quote includes. Lower quotes often leave something out.

Should I badmouth competitors?

Never. It damages trust. Educate instead.

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