What to say when a customer is considering a competitor
Your customer mentions evaluating another provider before deciding whether to renew.
What they might say
- “We're looking at a couple of other tools.”
- “Their price is lower than yours.”
- “Their demo looked closer to what we need.”
What's usually behind it
Your customer may be testing price, fit, or whether their needs still matter to you. Find out what is driving the comparison rather than assuming cost is the only issue.
What you can say
- It makes sense to check your options.
- What are you hoping another tool would do better?
- Let's compare that with what you can do today.
Try not to
- Criticizing the competitor.
- Listing features before hearing what matters.
How Earshot helps in the moment
Earshot listens live, shows one short card with a suggested line, and nudges you on pace so you can explore the comparison without rushing to defend.
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