Comparing

Question 1

Everything the Same Close

when they say your price is higher

Answer 1

If everything was the same, which product and from whom would you rather buy?
Why?
Why else?
Why else?"
(until no answer)(write down)

Great, we are higher because…
(repeat their list)

Question 2

Money Equal Close

Answer 2

If the money was the same, which product would you rather own or who would you rather do business with?
Why?
Why else?
Why else?"
(until no new answer)(write down)

Great, we are higher because…
(repeat their list)

Great so you’d rather purchase from us….
(repeat their list)

Question 3

Same Product Close (Yours) Close

Answer 3

OK, which one would you rather own if the money was the same?

Why is that? (Yours) (Because I like it better)
Why is that?(It feels bigger and plusher)
Why else?(Because it has the heater built-in)
Why Else?(Because you guys have a lifetime warranty)

Good, then you understand why we are more money. I need your approval here and here.

Question 4

Value Exceeds Price Close: Better price with your competitor

Answer 4

I understand, and I assure you that there is a great deal of difference between what my competitor delivers and what we deliver. And once you see exactly what that is, you will see that I actually offer much more value than what they presented, and when value exceeds price, price is no longer the issue.

I need your approval here and here.