Option #6: “Obviously you’re going to show this quote to your current vendor – if they match the price, will you just stick with them?” [If yes] “What can I do to prevent that?”
Option #7: “How many times have you taken other quotes to your current vendor?” [If they tell you]: “And what do they usually do?” [If they say they lower their price to keep the business]: “How can we break that cycle and get you the right pricing from the start?”
Option #8: “_________, let’s take your lowest bid right now and compare it – services to services – to what we’re offing you. If I find you’re getting a better deal, I’ll tell you so. If I can beat it, then I’ll let you know that as well. Either way – You’ll Win! Do you have that other quote nearby?”
Remember, competition will always exist, but you can beat it and win business if you’re prepared with proven and effective scripts like those above. Pick your favorite ones and tailor them to your particular sale.