Objection handling
How to answer “Why should I choose you”
The customer wants a reason to trust you over any alternative.
Why customers say it
There are many providers and the differences are hard to see.
Three ways to respond
One approach for each setting. Adapt the words to the customer and to your company’s rules.
- In sales
- Answer with what the customer values. “Fair question. What matters most to you in choosing? I will tell you honestly where we fit and where we do not.”
- In insurance
- Be honest and specific. “I can only say what I do: I explain the conditions in plain words, I put them in writing and I stay available after you sign. If another option suits you better, I will say so.”
- In a contact centre
- Give one real reason and a next step. “What I can offer is a clear answer today and a named contact. What would make the decision easy for you?”
A common mistake
“We are the best.” Unsupported superlatives sound empty.
Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules and the terms of the product.
Practise it out loud
Talk to an AI customer who raises this objection and read in the report which sentence helped.
Questions about this objection
What does “Why should I choose you” mean?
The customer wants a reason to trust you over any alternative.
Why do customers say “Why should I choose you”?
There are many providers and the differences are hard to see.
How do you answer “Why should I choose you”?
In sales: Answer with what the customer values. “Fair question. What matters most to you in choosing? I will tell you honestly where we fit and where we do not.” In insurance: Be honest and specific. “I can only say what I do: I explain the conditions in plain words, I put them in writing and I stay available after you sign. If another option suits you better, I will say so.” In a contact centre: Give one real reason and a next step. “What I can offer is a clear answer today and a named contact. What would make the decision easy for you?”
What is a common mistake when a customer says “Why should I choose you”?
“We are the best.” Unsupported superlatives sound empty.