Recall price-objection responses that use BATNA and consultative scope trades.
Lower bid The other company is $600 cheaper. Use when the customer compares price before comparing scope. Your line That may be a different scope. My price includes the rigging plan, cleanup, disposal, and documentation. If the number needs to move, let's adjust scope or timing rather than remove the controls that make the job safe. Do not say 'we are better' and do not match without changing scope. It acknowledges the comparison and protects safety-critical scope. Discount vs trade Which response protects margin? A trade keeps the estimate honest. BATNA What is your BATNA before matching a lower bid?…
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