How to Handle the "We're Getting Other Quotes" Objection

She's stood in the hallway with the front door half open, and she says it before I've even got my shoes off. "Just so you know, we're getting three quotes."

Plenty of salespeople hear that and their heart sinks. They spend the next two hours quietly trying to be nicer and cheaper than two people they've never met.

The way I handle the "we're getting other quotes" objection. Agree with it, because it's sensible. Then ask about it straight away, find out whether you're first, second or third, and find out why they want three. The answer to that last one tells you what they're really going to judge you on. And if you're first, don't hand over a price that becomes everyone else's target.

Most reps are too scared to ask

On my coaching calls I hear the same thing over and over. The rep knows full well the customer is shopping around, and never mentions it. They're frightened that if they bring it up, the customer will confirm it and the deal's gone.

But the customer's getting other quotes whether you say the words or not. Not asking doesn't make the other companies go away. It just means you're the only person in the room who doesn't know where they stand.

So I bring it up myself, early, before there's any price on the table. "I'm guessing you're not just relying on me today. You're probably talking to a couple of other companies, am I right? Where are you up to with that?"

Sometimes they've already done half the job for you. If she knows her sashes from her transoms, I'll say, "Sounds like you've done your research. Have you had other prices already, or are you still getting them?" Easy question. No pressure. And now I know.

Never be the first price

This is the one most people get wrong, and it costs them a fortune.

If I'm the first of three, I don't quote that day. Think about what happens next. The second company sits at the same kitchen table and the first thing they ask is, "Do you mind telling me what the last chap quoted?" She wants the best deal, so she tells them. Now your figure is the benchmark and everyone after you just has to come in under it.

So when they tell me I'm first, I'll say something like, "No problem. What I'll do today is measure up properly and have a really good look at what you need, then I'll come back to you with a costing. Is that all right?" Nobody argues with that. Then I try to book my return for after the others have been. Be the last quote if you can.

And the flip side is just as good. When a customer tells you, "I've had two already, I'm waiting on the third, then I'll make my mind up," lovely. She's ready to decide and I'll be the last one through the door. I'm on my way.

Ask why they want three

People don't get three quotes for fun. Ask them, gently. "Do you mind me asking why you're getting three?"

Usually it's "because that's what you do" or "I always get three for anything on the house". Fair enough. Agree with it. Then ask the question that changes the whole conversation: "Are you shopping purely for the cheapest, or are you more interested in the best value for money?"

You'll nearly always hear "best value". So I'll ask, "Do you think the best is likely to be the cheapest?" They smile. They know it isn't. You've moved their brain off the number and on to the job, and you haven't had to argue about anything.

Then label it back to them. "So from what you're saying, you're definitely getting this sorted. If it's not me, it'll be someone else. You just want to be sure it's the right company, at a sensible price, and that they'll look after you afterwards. Have I got that right?" And I'll be straight with them. "I'll make no bones about it, I'd like your business."

Tell them before, not after

A lot of good tradesmen do little extras for nothing. A bit of making good, a trim replaced, something they spotted once the old frame came out. The customer's delighted. But they only find out when the job's done, and that's no help to them when they're comparing three bits of paper.

Tell them up front. "If I see anything extra that needs doing while we're there, I'll sort it, and it'll be in with the price." Same with reviews. I tell people at the start, "If I deserve a ten, will you give me a ten? And if I let you down, tell the world." The other two quotes won't be saying that. Nobody writes it on a costing sheet.

Know when to let one go

Some people really are only after the cheapest. If they tell you they've been told to get three competitive prices and they'll take the lowest, and you're not the cheapest company in your area, you won't win it. Don't sit there for two hours hoping.

Give them some honest advice, tell them what to look out for, and leave the door open. Don't be a quote machine. Your evening's better spent with the next family who've got a draughty back room and want it done properly.

What changed for one rep

A rep I coach used to carry a rolling list of 20-plus customers who hadn't decided either way. After we changed how he qualified and asked questions, so customers gave a clear yes or no, it dropped to 5. That's one person's result, not a promise. But it shows what happens when you ask the awkward questions early instead of hoping for the best at the end.

In my 7 Steps to Sales Mastery this sits in the Frame and the WHY, right at the start of the appointment, because that's when you've still got room to position yourself. I've sold home improvements for more than 40 years and I still sell every job at my own conservatory roof business. I've never once won a job by pretending the other companies didn't exist.

If you want to see where your own appointments are leaking, take the free 2-minute Sales Leak Assessment and book a free 30-minute discovery call with me.