Field Scenario

A customer says a competitor down the street has a similar instrument listed at a lower price, and seems to be testing whether you’ll immediately match or beat it.

What You Actually Do

You ask what specific model and configuration they saw, then give an honest, specific comparison — if your offering genuinely includes something the competitor’s doesn’t (a different accessory bundle, a different warranty, a different quality tier), you explain that clearly; if the products are genuinely comparable, you say so honestly rather than inventing a false distinction.

Why This Matters

A vague, defensive response to a price comparison erodes trust; a specific, honest comparison — even when it doesn’t favor you on every point — builds the kind of credibility that leads to a sale now or a returning customer later.

What a Strong Response Includes

• Getting specific details about the comparison rather than reacting defensively.
• Giving an honest answer even when it doesn’t fully favor your own offering.
• Not disparaging a competitor without concrete, verified information.