We're Looking at Other Options
Competition is useful because it reveals what matters most to the buyer.
Competition is not a problem, it is information. When someone shops, they tell you what they are measuring, and usually nobody has made the options genuinely comparable.
What they say
- “We're looking at other options”
- “We're getting other quotes”
- “You're one of three”
What's actually underneath it
Nothing has been made genuinely comparable yet
A legitimate leverage play
They want to choose you and need a reason that survives scrutiny
The ten questions that open it up
Ask one. Then stop talking. The answer is worth more than anything you were about to say.
- 1.“That makes sense - what alternatives are you considering?”
- 2.“What caused you to include those options?”
- 3.“What criteria will ultimately determine your decision?”
- 4.“Which criterion matters most when the choices appear similar?”
- 5.“What have the other companies shown you that you find compelling?”
- 6.“Where do you feel their solutions may fall short?”
- 7.“Are you primarily comparing price, capability, risk, service, or long-term value?”
- 8.“If every proposal looked similar on paper, how would you break the tie?”
- 9.“What mistake are you most determined to avoid when choosing?”
- 10.“Once you complete the comparison, what will the decision process look like?”
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The trap
Attacking the competitor instead of making the comparison honest.
Ask how they would break the tie if every quote looked the same. Their answer tells you whether you are selling or negotiating.
Related objections
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