How to Handle We're Getting 3 Bids (Scripts Included)

Meta Title: How to Handle “We’re Getting 3 Bids” Objection (2026 Scripts) Meta Description: “We’re getting 3 bids” is a buying signal, not a rejection. Learn proven scripts to position value, differentiate from competitors, and close without becoming the low-price option.

“We’re planning to get a couple other bids before we decide.”

Most reps hear this as rejection. They panic, drop their price, or leave defeated hoping they’ll be the cheapest option when the customer calls back.

That’s exactly backwards.

“We’re getting 3 bids” isn’t an objection—it’s a buying signal. The customer is telling you they’re serious enough to invest time comparing options. They’ve moved past “maybe someday” into active decision mode. They’re just not convinced yet that you’re the obvious choice.

The question isn’t whether they’ll get other bids. They will. The question is whether you position yourself as the premium option they compare everyone else against, or just another interchangeable contractor in the lineup.

Here’s how to handle it.

Why “We’re Getting 3 Bids” Actually Means You’re Winning

When a customer says they’re getting multiple bids, they’re signaling:

1. They have budget. People don’t waste time getting 3 HVAC quotes if they’re not actually going to buy HVAC. They’re planning to spend money.

2. They’re ready to move. This isn’t exploratory research. They’re in decision mode, comparing options, with intent to purchase soon.

3. You’re in the consideration set. They wouldn’t tell you they’re getting other bids if you weren’t a legitimate option. You’re being compared, not dismissed.

4. They need a reason to choose you. They’re basically asking: “Why should I pick you over the other two contractors I’m talking to?” Most reps hear this as rejection when it’s actually an invitation to differentiate.

The worst response is dropping your price to become the cheapest option. That teaches the customer that you compete on price, which means they’ll negotiate harder and probably still choose whoever is cheapest.

The best response is positioning yourself as the premium choice—the option they pick despite being more expensive, because you’ve demonstrated value the others can’t match.

The Wrong Way to Respond (What Most Reps Do)

Price drop panic: “Well, I can give you 10% off if you decide today.”

Now you’ve taught them that your price isn’t real, that you negotiate under pressure, and that they should probably push harder. You’ve also devalued your offering before they’ve even seen competitor bids.

Selling against ghosts: “We’re better than our competitors because we’ve been in business 20 years.”

You don’t know who they’re comparing you to. Maybe the other contractors have been in business 30 years. Now your differentiator backfired.

Passive acceptance: “That’s totally fine! Just call us if you’d like to move forward.”

You’ve positioned yourself as one of several interchangeable options. When they do call back, it’ll be to negotiate price—because you gave them no other reason to choose you.

The right approach is reframing the conversation from “price comparison” to “value differentiation.”

Script 1: The Positioning Response (Immediate Reaction)

When they first say they’re getting other bids, your immediate response sets the tone. Here’s the framework:

Step 1: Validate their decision (don’t fight it) “That makes total sense. This is a big investment—you should absolutely talk to other contractors and make sure you’re making the right choice.”

You’re not trying to talk them out of it. Fighting the natural comparison process makes you seem desperate or manipulative. Instead, you position yourself as confident enough that you want them to compare options.

Step 2: Clarify what they’re comparing “When you’re talking to other contractors, what matters most to you? Is it getting the absolute lowest price, or finding someone who’s going to do this right the first time and stand behind their work?”

This is a forced choice: cheap or quality. Most customers won’t say “just the cheapest price” out loud because it sounds foolish. They’ll say “I want someone who does quality work,” which lets you frame the rest of the conversation around value.

Step 3: Position your differentiator “Because if quality and reliability are what matter, here’s what you should look for when you’re comparing bids…”

Then you educate them on what separates good contractors from bad ones—using criteria where you excel. You’re teaching them how to evaluate bids, which subtly programs them to judge everyone else against your standards.

Full script example:

Customer: “We’re going to get a couple other estimates before we decide.”

You: “That makes perfect sense—this is a big project, and you want to make the right choice. Can I ask, when you’re comparing contractors, what matters most to you? Are you looking for the absolute lowest price, or are you more focused on finding someone who’ll do this right and stand behind their work long-term?”

Customer: “Well, we want quality, but we also don’t want to overpay.”

You: “I completely understand. Here’s what I’d recommend looking at when you’re comparing bids: [insert your differentiators]. That way you’re not just comparing bottom-line numbers—you’re comparing what you’re actually getting for that price.”

Now you’ve positioned yourself as the knowledgeable advisor, not a desperate salesperson. And you’ve framed the evaluation criteria in your favor.

Script 2: The Pre-Emptive Differentiation (Before They Ask)

If you can see the “getting 3 bids” objection coming—and you usually can, based on customer body language or hesitation—address it proactively before they bring it up.

Step 1: Acknowledge the elephant “Before you make a decision, you’re probably planning to get a couple other bids, right?”

This disarms the objection. They were going to bring it up anyway—you just did it for them, which makes you seem transparent and confident.

Step 2: Explain what they’ll see (and why it doesn’t matter) “Here’s what’s going to happen: you’ll probably get bids that are lower than ours. And when you do, the question you need to ask is why. Because in this industry, there are only three ways to come in cheaper…”

Then you walk through the three ways competitors cut price (and quality): 1. Lower-grade materials 2. Less experienced installers 3. Shorter warranties or fewer guarantees

You’re not badmouthing specific competitors (you don’t know who they are yet). You’re educating the customer on industry economics: cheap bids aren’t magic, they’re trade-offs.

Step 3: Position your value “Our bid includes [premium materials, experienced crew, comprehensive warranty, whatever your differentiators are]. If another contractor comes in lower, ask them specifically what they’re using and what’s covered. Then you’re comparing apples to apples.”

Full script example:

You: “Before we finalize anything, you’re probably planning to talk to a couple other contractors and get some comparison bids, right?”

Customer: “Yeah, we were thinking about that.”

You: “Smart move. Here’s what I’d pay attention to when you do: you’ll almost certainly get lower bids than ours. When that happens, the question isn’t ‘why is SalesAsk more expensive’—it’s ‘why are they cheaper.’ Because there are really only three ways to undercut us: cheaper materials, less experienced installers, or weaker warranties. Ask the other contractors specifically what equipment they’re using, who’s doing the installation, and what’s covered if something goes wrong. That way you’re comparing the actual value, not just the number at the bottom of the page.”

You’ve just pre-framed every lower bid they see. When Competitor B comes in $2,000 cheaper, the customer will automatically wonder what corners they’re cutting—because you planted that question in advance.

Script 3: The Follow-Up (After They’ve Seen Other Bids)

If the customer has already gotten other bids and you’re doing a follow-up call or visit, don’t ask “have you made a decision yet?” That’s passive.

Instead, ask diagnostic questions that position you to close based on value.

Step 1: Acknowledge they’ve done research “I know you were planning to get a couple other bids. How did those conversations go?”

This isn’t “did you pick us yet?” It’s “what did you learn?” You’re gathering intelligence while positioning yourself as collaborative.

Step 2: Surface their concerns or confusion “Was there anything in the other bids that surprised you or that didn’t match up with what we discussed?”

Most customers will volunteer something: “One contractor said we didn’t need to replace X” or “Another bid was $3,000 less.” Now you have something specific to address instead of guessing.

Step 3: Clarify the difference without trashing competitors If they mention price: “That’s interesting. Did they specify what [materials/equipment/warranty terms] they’re including? Because sometimes lower bids use different specifications.”

If they mention contradictory advice: “I can see why that’s confusing. Here’s the reason we recommended [your solution]: [specific technical justification]. The other approach might work, but here’s the trade-off…”

You’re not saying competitors are wrong—you’re explaining why you’re right, with specifics.

Full script example:

You: “Hey [Customer], I know you were planning to talk to a couple other contractors. How did those conversations go?”

Customer: “Pretty good. We got two other quotes. One was about the same as yours, the other was $2,500 less.”

You: “Interesting. Did they break down what equipment or materials they’re using?”

Customer: “Uh, not really. Just a total price.”

You: “Got it. Here’s why that matters: our bid includes [specific premium detail]. If their bid is using [standard alternative], that would explain the price difference. It might work fine, but here’s the trade-off: [explain longevity, efficiency, warranty difference]. If you want to ask them what they’re using and compare, I’m happy to walk through it with you.”

Now you’ve positioned yourself as the helpful advisor who’s trying to make sure they make an informed decision—not the salesperson who’s just desperate to win the deal.

The “Yes, We Cost More—Here’s Why” Approach

Sometimes you need to own the fact that you’re the premium option. When the customer flat-out says “your bid is higher,” don’t panic.

Script framework:

Customer: “Your quote is $4,000 more than the other two we got.”

You: “You’re right—we’re not the cheapest option. We’re also not trying to be. Here’s what that extra $4,000 gets you: [specific value adds]. The real question is whether that’s worth it to you. If you’re looking for the absolute lowest price, we’re probably not the best fit. But if you want [outcome they care about—reliability, longevity, peace of mind], that’s what we specialize in.”

This does two things: 1. Disqualifies price shoppers. If they only care about price, you’re not going to win anyway. Save your time. 2. Reframes the decision. You’re not defending your price—you’re explaining that different levels of service cost different amounts. If they want premium, they pay premium.

Most customers respect this more than scrambling to match competitor pricing.

What to Do When They Ghost After Getting Other Bids

If you presented your bid, they said they’d get others, and now they’re not responding—don’t assume they chose someone else.

Send one last-attempt message like this:

“Hey [Customer], I know you were comparing a few options. If you’ve already moved forward with another contractor, no problem—I just wanted to make sure I didn’t miss your call or email. If you’re still deciding and have questions about our bid or the differences between proposals, I’m happy to walk through it. Either way, thanks for considering us.”

This is low-pressure but keeps you top of mind. It also gives them an easy out to re-engage (“Actually, we did have a question about X…”) without feeling like they’re being chased.

Training Your Team to Handle This Consistently

“We’re getting 3 bids” is one of the most common objections in home services. If your reps aren’t trained on it, they’ll improvise—badly.

Here’s how to standardize responses:

1. Role-play it weekly. Make it part of team meetings. Run scenarios where reps practice the positioning scripts until they can deliver them naturally.

2. Record calls and review responses. AI call analysis can flag every time this objection comes up and show you how reps handled it. Find patterns: who handles it well, who panics, who drops price.

3. Create a cheat sheet. Reps shouldn’t memorize word-for-word scripts, but they should have a one-pager with the frameworks and key phrases they can reference.

4. Celebrate good examples. When a rep handles “getting 3 bids” well and closes the deal anyway, share the call recording in your team meeting. Reinforce what worked.

5. Track win rates by response type. Measure whether reps who use positioning scripts close more deals than reps who just accept the objection passively. Data beats opinions.

The Real Objection Underneath “3 Bids”

Most of the time, “we’re getting 3 bids” isn’t actually about price comparison. It’s about uncertainty.

The customer isn’t saying “I need to find someone cheaper.” They’re saying “I’m not confident enough yet to commit to you.”

Your job is figuring out what would make them confident. Is it: - Social proof? (“Other people trust you”) - Risk reduction? (“I won’t get screwed if something goes wrong”) - Expertise validation? (“You actually know what you’re doing”) - Timeline certainty? (“You’ll finish when you say you will”)

Ask directly: “What would make you feel totally confident moving forward with us?” The answer tells you what to emphasize.

Most reps never ask. They assume price is the issue and start negotiating. But often the real blocker is something else entirely—and addressing it closes the deal without any price concession.

When to Walk Away

Not every “getting 3 bids” customer is worth chasing.

If they: - Only want to talk about price (every question is “can you go lower?”) - Show no interest in your differentiators or value proposition - Are clearly using you to negotiate leverage with another contractor they’ve already chosen

…then stop wasting time. Politely say:

“Based on what you’re looking for, I think [Competitor] might be a better fit. We specialize in [premium positioning], which doesn’t sound like it aligns with your priorities. I appreciate you considering us.”

This does two things: 1. Saves your time for customers who actually value what you offer. 2. Sometimes reverses the decision. When you stop chasing, some customers realize they actually did value your approach—they were just testing to see if you’d cave on price.

Don’t be desperate. Desperation kills credibility.

The Competitive Advantage Nobody Uses

Here’s a move almost nobody does: when a customer tells you they’re getting other bids, help them evaluate the competition.

“That’s smart. Here’s what I’d recommend: ask the other contractors about [specific technical detail], [warranty specifics], and [installation timeline]. Those are the areas where quality really varies. If they can’t give you clear answers, that’s a red flag.”

You’re literally teaching them how to vet your competitors. This seems counterintuitive, but it works because:

1. You look like the expert who has nothing to hide. Confident, transparent, professional.
2. You’re setting criteria that you meet and others might not. If you have a 10-year warranty and you tell them to ask about warranties, you’ve just planted the seed that shorter warranties = inferior.
3. Customers remember who helped them make a better decision—even if that decision is to choose someone else. They’ll refer you later or come back for the next project.

This strategy only works if you’re actually the premium option. If you’re cutting corners too, don’t draw attention to areas where competitors are better.

The Long Game: Building a Reputation Where Bids Don’t Matter

The ultimate solution to “we’re getting 3 bids” is being so clearly differentiated that customers skip the comparison process.

This happens when: - Your referrals are so strong that people trust you before you show up (“My neighbor used SalesAsk and said they’re the only ones worth talking to”) - Your online reviews are overwhelmingly better than competitors (4.9 stars with 200+ reviews vs competitors with 4.2 and 30 reviews) - Your expertise is visible (you educate via content, video, social media—so by the time someone contacts you, they already see you as the expert)

When this happens, customers still technically get “3 bids”—but they’ve already decided you’re the right choice. The other bids are just validation so they can tell their spouse “we did our research.”

Building this kind of market position takes time. But it’s the difference between constantly competing on price versus having customers choose you despite being more expensive.

Final Thought: Stop Fearing the Comparison

“We’re getting 3 bids” only feels like an objection if you’re not confident in your value.

If you know you’re better—better materials, better process, better service—then comparison works in your favor. You want customers to see what else is out there, because it makes your quality more obvious by contrast.

The reps who panic are usually the ones who know they’re not actually differentiated. They’re selling the same thing as everyone else and hoping to get lucky.

The reps who welcome comparison are the ones who’ve done the work to build genuine competitive advantages—and they know that side-by-side, they win.

Which one are you?

Related Topics: handling price objections, getting multiple bids objection, sales objection scripts, positioning against competitors, value-based selling, overcoming bid shopping, premium sales positioning, differentiation strategies, competitor comparison handling