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Field Guide · Objections in the Moment

Handling “we’re getting other estimates”, step by step

You don't fight the comparison — you define it. “We're getting other estimates” only beats you if the estimates get compared on the one dimension where you're weakest by default: a bare number attached to an undefined scope. The step-by-step: welcome it, discover what they're actually comparing, get their criteria stated in their words, and leave them a standard your proposal was built to meet.

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The short answer

The steps, in order

  1. Give up and empathize. Comparing is reasonable; a rep who argues with it argues with prudence itself.
  2. Elaborate. What are you hoping the other estimates tell you? The answer separates shoppers comparing scopes from shoppers hunting a number.
  3. Surface the scope problem. Two estimates are rarely the same job — materials, installation standard, warranty, and what's excluded differ invisibly until they're named.
  4. Get their criteria. In their words: what makes one company the right choice beyond the figure? Their criteria become the comparison's scoring system.
  5. Diagnose and isolate. Is the estimate plan the whole story — or is an unsettled concern (investment, risk, timing) renting it as cover? Isolate before responding.
  6. Respond to the real thing. If it's genuinely comparison, your answer is the criteria conversation. If it was cover, you're back in the right framework.

How it runs

The comparison you'll never see

You will not be in the room when the other numbers land, which is why the criteria step matters more than any rebuttal: a homeowner comparing bids against criteria they stated, that your presentation answered point by point is running your close for you. The inferior-sample work from the presentation pays off here too — hands that have felt construction differences read spec sheets differently. The full objection page carries the documented word-track; this guide is the framework sequence underneath it.

Go deeper

Where the full treatment lives

The objection“We're getting other estimates”The full documented treatment. The objectionThey want other estimatesThe companion treatment in the library. Related guideWhy do I show inferior samples?The presentation work that wins unseen comparisons.

The close is a selection, not a personality

Choosing and running the right close is drilled across Spar's twelve closing drills. Round 1 is free. Spar before you knock.

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“We're getting other estimates” (objection) All field guides Finding the real objection (glossary)