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??
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