Customers say “We’re comparing three quotes” for a reason. Here is what usually sits behind it, how to respond and what to avoid.
A comparison means they are serious and also that price may dominate if nothing else is visible. Treat it as a good sign. Your aim is to find out what matters beyond price, whether the quotes are like for like, and who decides. Do not rush to discount before you know what they are actually comparing.
Typical in: Software and SaaS, Manufacturing and logistics, Professional services, Telecom and energy
Pick the framework that fits the customer. The wording is an example direction, not a script: say it in your own words.
Ask what sits behind the objection, so you answer the real concern.
“That is sensible. So I can help you compare properly, what are the main things you are weighing up: price, what is included, timing or something else? And is it a close call between the three?”
Put the options side by side, including the cost of doing nothing.
“Let’s make sure the three are really equal. Would you be willing to share what each one includes, such as scope, support and what happens after the first year? That way the comparison is fair to all of us.”
Check whether this is the only obstacle, so you do not answer one worry after another.
“If everything else were equal across the three, is there anything that would still make you prefer one over another? I want to be sure I understand what the decision actually depends on.”
After your response, ask:
When are you planning to decide, and who else is involved in the choice?
Avoid: We’ll match any price, just tell us what the others offered.
It signals that your price had no real basis and turns the contest into a pure discount race. It also gives away margin before you understand their needs.
Reading is not the same as saying it. Talk to an AI customer who raises this kind of objection and see in the report which sentence helped.
Practise this objectionA comparison means they are serious and also that price may dominate if nothing else is visible. Treat it as a good sign. Your aim is to find out what matters beyond price, whether the quotes are like for like, and who decides. Do not rush to discount before you know what they are actually comparing.
Clarify before you answer: “That is sensible. So I can help you compare properly, what are the main things you are weighing up: price, what is included, timing or something else? And is it a close call between the three?” Compare like with like: “Let’s make sure the three are really equal. Would you be willing to share what each one includes, such as scope, support and what happens after the first year? That way the comparison is fair to all of us.” Isolate the objection: “If everything else were equal across the three, is there anything that would still make you prefer one over another? I want to be sure I understand what the decision actually depends on.”
When are you planning to decide, and who else is involved in the choice?
Avoid “We’ll match any price, just tell us what the others offered.” It signals that your price had no real basis and turns the contest into a pure discount race. It also gives away margin before you understand their needs.
Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules, the terms of the product and a customer’s clear no.