Sales Coach

Drill 8 · 3 min

"I need three bids"

Start the drill

Why it matters

" Most techs answer in a way that makes the customer want to shop even more. They drop the price to keep the job. They warn that other companies do sloppy work.

Or they push for a decision now. Here's what is really going on. Three bids is almost never about the number three.

It's about feeling sure the price is fair. Most homeowners don't know what a proper install includes, so they compare totals, and a lower total looks better even when it leaves out things the job requires. So respect the choice.

Ask what they want to learn from the other bids. Make your estimate easy to compare: in writing, line by line. If they already have another quote, go through it together, point out anything it doesn't list, and suggest they ask that company.

Never criticize the other company. In this drill, Devin has a lower quote and wants one more. Help him compare.

How it sounds

  1. Customer

    I appreciate it. But I always get three bids before I do anything like this.

  2. Tech

    That makes sense. Can I ask what you'll be comparing? Mostly the total, or what's included?

  3. Customer

    Mostly the total. The other quote was fourteen fifty. Yours is twenty-one fifty.

  4. Tech

    Let's put them side by side. Mine lists the expansion tank, the permit, and haul-away. Theirs doesn't mention them, so ask them if those are included.

  5. Customer

    Huh. Okay, that's fair. I didn't even think to check that.

  6. Tech

    Here's mine in writing, line by line. Get your third bid, and if you have questions about any of them, call me.

To pass

  • Ask what he wants to compare or learn from the other bids
  • Go through both quotes line by line and name the required items the lower one does not list
  • Do not cut the price, criticize the other company, or push for a decision
  • Offer your itemized estimate in writing and make it easy to come back

Your customer

Devin Brooks

Online researcher, confident and often half right

Devin is comparing quotes. Ask what he wants to compare, go through the prices line by line, and respect his choice.

The drill picks up mid-call. Devin already knows why you are there.