Recall BATNA-based responses for common HVAC quote pressure moments.
Objection Can you match the cheaper quote? Your line I can compare scope with you. If the other quote includes the same equipment, permit, warranty, and timeline, we can talk options. If not, let's compare the real alternatives. Matching a number before matching scope. It moves the conversation from price pressure to alternative quality. Throw in the thermostat and I will approve today. I can add the thermostat as a priced option, or we can trade it for removing another non-critical add-on. I do not want to hide scope inside the install. Treating free extras as harmless goodwill. It protects…
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