(Page 75-76) Overcome Objection - Getting Other Quotes

Question 1

You need to be asking questions and listening for subtle clues from “Step1 -Focus” at the door that may indicate the prospect plans to get multiple quotes.

Regardless of what they tell you, “forget” it and present the price as normal.

When you encounter resistance, follow this process and script.

Prospect: I’m getting other quotes.

Answer 1

1. Introduction and Understanding:
2. Present the Three Outcomes with Questions.
3. Mention 3 Package Options:
4. Switch Focus to Trust:
5. Directly Address the Objection.
6. Close with a Call to Action.

Question 2

1. Introduction and Understanding:

Start by understanding their thought process and gently leading into the
discussion about other quotes.

Answer 2

Salesperson: Mr. Prospect, I understand that making a decision on a painting[home improvement project] is significant, and it’s natural to want to compare your options. Can I ask what specifically you’re looking to compare when getting other quotes?

Question 3

2. Present the Three Outcomes with Questions.

Clearly outline the three potential scenarios the prospect might encounter when considering other quotes, ending each with a question.
Salesperson: Thank you for sharing that. Let’s consider the three most common outcomes you might face when comparing quotes from different companies:

Answer 3

1. Higher Price:

Statement: The first possibility is that another company might come in with
a higher price but not offer the same level of service, quality, or guarantees
that we do.

Question: In this case, wouldn’t you feel inclined to call us back because
you see the value we offer?

2. Similar Price:
   Statement: The second possibility is that another company might offer a
   price similar to ours but without the comprehensive benefits and peace of mind that come with our service.

Question: In that scenario, wouldn’t you realize that our value proposition
is stronger?

3. Lower Price:
   Statement: The third possibility is that you might find a lower price, but
   as a smart consumer, you know that lower prices often mean corners are being cut.

Question: If quality, reliability, and after-sales service might not be up
to the mark, wouldn’t you want to ensure you’re getting the best overall value?

Question 4

3. Mention 3 Package Options:

Refer to the Basic, Better, and Best packages you’ve already presented as a way to satisfy their need for multiple quotes.

Answer 4

Salesperson: Remember, we’ve designed our packages-Basic, Better, and Best—to cater to different needs and budgets, providing you with flexibility and a comprehensive view of what we can offer.

By looking at these options, you
essentially have the variety you’d get from comparing multiple quotes.

Question 5

4. Switch Focus to Trust:

Emphasize the importance of trust and reliability in their decision-making process.

Answer 5

Salesperson: Ultimately, what most homeowners are looking for is not just the best price, but a company they can trust with their home.

They want to feel confident that the job will be done right, with high-quality materials, and that
the company will stand behind their work.

At Swifthand Painting, we have a proven track record with over [X years in the
industry, [Y] satisfied customers, and multiple industry awards.

Our commitment to quality and customer satisfaction is reflected in our [certifications, warranties, BBB rating, etc.].

Here are a few testimonials from homeowners like yourself who trusted us with their projects.

Question 6

5. Directly Address the Objection.

Encourage them to consider your options as comprehensive and sufficient for making an informed decision.

Answer 6

Salesperson: Given the range of options we’ve presented, from Basic to Best, you can see the value and flexibility we offer.

This allows you to compare within our offerings without the hassle of getting multiple quotes from different companies.

Wouldn’t it make sense to choose a company that you can trust to deliver the highest quality and stand by their work?

Question 7

6. Close with a Call to Action.

Encourage them to make a decision based on the options provided.

Answer 7

Salesperson: Let’s get everything set up today so you can take advantage of our current promotions and lock in your price.

Which option do you feel meets your
needs best-

Basic, Better, or Best?