Day 229: A buyer points to a competitor’s quote and says, “They’re 15%…

💡 Tip — Day 229

A buyer points to a competitor’s quote and says, “They’re 15% cheaper.” Both totals are on screen, but the packages may hide different scope, support, or implementation work. Make the comparison explicit before discussing price: “Let’s compare like for like. What does their quote include for [area], and what would your team still need to provide?” This shifts the negotiation from headline price to total responsibility. If the offers truly match, you can discuss price with cleaner facts. 🎯 Try this today: Pick one competitive deal, fill in [area], and paste the question into your negotiation notes.