The top 20% also get this objection but are prepared for it and know how to overcome it. Here's what they do:
First, they recognize that if someone says that they can get a better deal elsewhere, it means one of three things:
In order to find out what your prospect means, offer to help them determine if they really are getting a better deal by questioning and comparing every component of it. Use this script:
" __________ my customers tell me this all the time, and sometimes they genuinely can get a better deal, but a lot of times they can't. I'll tell you what I'll do. I'll go over each item you've been quoted by this other company, in other words we will compare apples to apples, and if everything is equal I'll see if I can do even better on that. If I can, you'll get an even better deal and if I can't, I'll tell you so. Either way, you'll win. Now, do you have that other quote in front of you?"
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