Day 213: A buyer places your proposal beside a competitor’s and says…

💡 Tip — Day 213

A buyer places your proposal beside a competitor’s and says, “They’re 20% cheaper.” The totals look comparable, but the work covered by each offer may not be. Align the scope before defending the price: “Before we compare price, can we line up what each offer includes—and what your team would still need to provide?” This turns a sticker-price objection into an apples-to-apples comparison. Hidden implementation work, service gaps, or internal effort can change which option is truly cheaper. 🎯 Try this today: Add that question to one deal where a competitor’s lower price may surface.