The client says something to the effect of this: We like what you’re proposing, it’s just that we can get the same thing from the competition for ??% less. Note: The difference must make a difference.
Here are some sample options of possible responses:
First: If the competition is offering the same thing for that much less…PAUSE…you should seriously look at that offer…I know I would look closely (consider/think about…NOT do or buy) if I were in your shoes…
PAUSE (not too long), the only way you would get burned on a deal like that is if you weren’t comparing apples to apples. I’ll tell you what I would be willing to do: I’ll give you 30 minutes of time and you and I can compare your options. If they indeed are offering you everything we are…I’ll tell you that. If not, you’ll know exactly where the differences are. Does that sound fair?
As I think about it, I don’t know how a price so low could be offered. I realize that from time to time some companies choose to buy customers. It happens, I understand it. Proposals are put out with very attractive pricing with hopes they get accepted on price alone. The offering company can only come out on a deal like that through change orders and up-sales. Is that possibly what you’re looking at? /Could this explain the low price?
Let me ask you a question, have you ever signed a contract with a great price and wished later that you hadn’t done it? If they say yes, ask: is it possible this could be like that? If they say no, ask: have you ever bought anything that was a great price and later realized you didn’t get value? They have to say yes. Ask: could this be like that?
You could use a leading statement (only & if) (there’s at least two leading statements above). The only way you would even consider choosing the higher investment level is if you knew with confidence that you/your organization would get sufficiently greater value from that investment. Is that a reasonable statement? (Yes) Let’s review your desired outcomes and validate from your perspective that the value is there.
Let’s say that price was not an issue/If they had given you the same numbers you have from us (not ours the same as theirs as it creates a false sense that you may match them or lower your price), which vendor would you choose? They will say you. Ask: (with sincere intent to understand) what are the reasons you would choose us? Understand, clarify, validate and then explain (calmly and with confidence) those are the reasons the investment is greater/those are the reasons that consistently produce higher value and why people choose the higher level.
More to come in Part two…