Hi ,

I was talking to someone recently about his sales process.

He mentioned that sometimes, when sending proposals, he hears:

"You're one of the three providers we're considering."

It sounds promising. But in reality, this is a crossroads moment.

What you say next can either move the deal forward or let it slip away.

The first step? Curiosity.

Instead of jumping into pitching mode, try this:

"Great! I’m happy to hear we’re one of your top choices. I’m curious—what’s the most important factor in your decision?"

From here, you can steer the conversation strategically:

If they say price is the biggest factor (and nothing else), and it feels like bargain shopping, respond with something like:

"We might not be the right fit then. We focus heavily on quality."

(This subtly positions you as premium and filters out bad-fit clients.)

If they mention anything else, use that opportunity to reinforce your value.

Reiterate what they’re trying to accomplish and show how you’re the best fit.

And remember—price is always a factor, even if they don’t say it.

So proactively communicate the real value behind your pricing.

Your response in these moments determines whether you win the deal or become just another option.

>>> To implement

Before your next sales conversation, take 10 minutes to do this:

1- Prepare your key questions. What will help you uncover the real priorities?

2- Think through different responses. How will you handle price-driven buyers vs. value-driven buyers?

3- Have go-to phrases ready. Predetermined answers prevent you from scrambling in the moment.

So, are you ready for the next time you hear, "You're one of three providers we’re considering"?

Any questions?

Relentlessly dedicated to your profitability,

Dr. Kayvon K

Simplifier & Profit Finder

Let's connect: LinkedIn

Meeting: TalkToKayvon.com