Nathan said:Were going to get a few more bids and get back with you.
How do you handle this when you do an estimate? Do you try and close the deal or do you let the client have their time.
andMr. Customer I can understand why you'd want to get more bids. After all that's what we are tought to do our whole lives. Let me ask, what are you hoping to find with those other bids?
I agree completely. This is an open door to sell some more. I also give them an estimate comparison form, which I think I posted somewhere on here before, but will do again.try to use this as an opportunity to find out more about their real needs and expectations in terms of both price and scheduling.
Glad to see you coming around on this one. The last time we had this discussion when I said to respond to a customer with:Grumpy said:The customer might tell you "The price seems kinda high." To which you can reply "Where were you expecting the price to be?"
Your response was:Mike Finley said:What number were you thinking?
Glad to see you are starting to see the merits of turning this around on the customer to get the objection out in the open and use it as part of the road map to the sale.Grumpy said:What number are you thinking? opens up the price to negotiation. Why negotiate price? All you are doing is cutting your profit, unless you cut a few corners to cut the price. Either way, it's lose lose. Yes?