PRICE MATCHING/PRICE COMPARISONS

At my company, we do tons of price comparisons for our prospective clients. These are based off competitors' invoices, so there are a lot of line items we deal with..


My question is this: should these comparisons only show the highlights, with the total bottom line savings amount? or should they be extensive and thorough and show everything?


I lean more towards hitting the highlights and the bottom line number. i'm hesitant to introduce TOO much detail, as I think that opens up opportunities for objections that don't even matter.


Thoughts??

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ฃ Demos
๐Ÿ“ƒ Procurement
7
poweredbycaffeine
WR Lieutenant
7
โ˜•๏ธ
You should tailor the result to the points that show your advantage. Why spend all that time to only show you arenโ€™t the best fit for their business?

I used to run Stripe (our platforms processor) v whatever processor they used. If I knew theyโ€™d win on ACH Iโ€™d state what we would get them for processing and let them do that mathโ€ฆand then wow them with the savings on credit card fees. Rarely did anyone ask me to do more work on a free analysis unless they were excited by the original results.
CoorsKing
WR Officer
5
Retired King of the Coors Knights
This seems like a question for the War Roomโ€™s (still) unpaid consultant and greatest knowledge bankโ€ฆ @poweredbycaffeineย 
poweredbycaffeine
WR Lieutenant
4
โ˜•๏ธ
Thatโ€™ll be 3-fittyย 
CoorsKing
WR Officer
4
Retired King of the Coors Knights
How about a beer and a new pressure washer valve? Best I can do in these trying timesย 
Jewcan_Sam81
Politicker
0
Account Executive
Legend ^^^
poweredbycaffeine
WR Lieutenant
2
โ˜•๏ธ
Iโ€™ll accept that, King.ย 
braintank
Politicker
3
Enterprise Account Executive
I'd do both. Lead with the highlights and bottom line. Have details ready to present if there are questions.ย 
CuriousFox
WR Officer
1
๐ŸฆŠ
You should highlight every pain point the client brought up along with your valued solution.ย 
Beans
Big Shot
0
Enterprise Account Executive
Competitive scenarios is about positioning value - focusing solely on dollars would leave me wondering the context behind that.

What's offered elsewhere that isn't here, what solution satisfies my biggest pains, is this a "you get what you pay for" type price...?
RealPatrickBateman
Politicker
0
๐Ÿ”ชAmateur Butcher๐Ÿ”ช
If you are selling on price alone, you're already f*cked. Congratulations, you just became an order taker. Im a big fan of answer direct questions getting direct answers and not providing more detail than required to answer the question.ย ย