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

You just finished a great in-home sales call. The customer’s engaged, asking good questions, nodding along. Then comes the line that makes every contractor’s stomach drop:

“We’re getting three bids.”

Most reps freeze. They either accept it immediately (“Sure, no problem!”) or get defensive (“But we’re the best…”). Both responses lose the sale before you’ve left the driveway.

This objection isn’t about price. It’s about control, risk, and trust. The customer wants to feel smart, avoid buyer’s remorse, and not get ripped off. Your job isn’t to talk them out of comparison shopping—it’s to reframe what they’re actually comparing.

Here’s how to handle this objection without sounding desperate, pushy, or like you’re reading from a script your manager gave you.

Why “Getting 3 Bids” Isn’t Really About Price

When a homeowner says they’re getting three bids, they’re actually saying:

• “I don’t trust you enough yet”
• “I don’t know if this price is fair”
• “I need permission from my spouse/neighbor/Google”
• “I want to feel in control of this decision”

The mistake most reps make is treating this like a price objection. They start discounting, defending their numbers, or explaining why they’re worth more. Wrong move.

The real issue: The customer doesn’t have enough information to make a confident decision right now. They’re buying time to think, compare, and validate.

Your response should acknowledge this reality while repositioning what “comparison shopping” actually means.

The 3-Part Response Framework

Here’s the script I’ve seen close more deals than any other approach:

Part 1: Validate Their Concern

“That’s smart. You absolutely should compare options—this is a big investment.”

Notice what this does: It agrees with them. Most reps fight this objection. You’re doing the opposite. You’re giving them permission to compare, which immediately lowers their guard.

Part 2: Reframe the Comparison

“Most homeowners who tell me they’re getting three bids end up comparing price. But can I share what actually matters more than price when comparing contractors?”

Pause here. Let them say yes. This is called a pattern interrupt—you’re shifting the conversation from price to value before they even realize it.

Part 3: Give Them a Better Comparison Framework

“Here’s what I’d focus on if I were in your shoes:

First, check their licensing and insurance. Ask for their license number and call your state board to verify it’s active. Ask for their insurance certificate and call the carrier directly—I’ve seen fake certificates.

Second, compare what’s actually included. Are they quoting the same materials? Same warranty? Do they pull permits? Do they handle disposal? A lot of ‘low bids’ leave stuff out that you’ll pay for later.

Third, ask about their process. How long have they been in business? How many jobs like yours have they done this year? What happens if something goes wrong six months from now?

Price is easy to compare. But if you’re comparing a licensed contractor with 10 years of experience against someone who started last month, that price difference isn’t a price difference—it’s a risk difference.”

What This Script Does

This approach works because it:

1. Validates their concern instead of fighting it
2. Positions you as a consultant, not a salesperson
3. Shifts the comparison from price to value
4. Plants doubt about cheaper competitors without badmouthing them
5. Gives them a framework to evaluate bids that favors you

The homeowner walks away thinking, “Wow, I didn’t even think about that.” Now when they get other bids, they’re asking questions that surface red flags in your competitors.

What NOT to Say

Here are the responses that kill deals:

❌ “We’re the best, so you don’t need other bids” — Comes off as arrogant and defensive.

❌ “If you’re just shopping price, we’re not a good fit” — You just walked away from a closeable deal.

❌ “Can I ask what’s making you want to compare?” — They already told you. Don’t make them repeat it.

❌ “What if I give you 10% off right now?” — You just taught them that your price was negotiable. Now they’ll shop that discount.

❌ Silence or “Okay, no problem” — You’re giving up without even trying.

Every one of these responses either sounds desperate or pushes the customer away. The framework I shared above does neither—it respects their decision while repositioning the conversation in your favor.

Advanced Move: The “Let Me Help You” Close

If you’ve built strong rapport and the customer seems genuinely on the fence, try this variation:

“I totally get it. Since you’re comparing, let me make this easier for you. Here’s exactly what to ask the other contractors:

• Ask them how they handle [specific challenge from earlier in the call]
• Ask them what happens if [pain point you discussed]
• Ask them about their warranty on [component you quoted]

If they give you a good answer, great—you’ll know you’re comparing apples to apples. If they can’t answer or try to brush it off, that tells you something too.

And hey, if you go with someone else and it doesn’t work out, I’m still here. I’d rather you make a confident decision than a quick one.”

This does something powerful: You’re literally helping them shop your competitors. But you’re doing it in a way that makes your expertise obvious and your competitors’ weaknesses visible.

It also removes the adversarial energy. You’re not fighting the objection—you’re helping them navigate it. That builds trust.

When to Push Back (Yes, Sometimes You Should)

Most of the time, the framework above works. But there are situations where you should gently challenge the “getting three bids” objection:

When you’ve already addressed everything. If you’ve spent 90 minutes building trust, walking through options, and answering every question—and they still want to compare—it might be cold feet, not genuine research.

Try this: “Can I ask what you’re still unsure about? We’ve covered a lot today, and I want to make sure I haven’t missed something.”

When they’re stalling because of a spouse. If they keep saying “We need to talk about it,” the real objection might be that they don’t have buy-in from their partner.

Try this: “Makes sense. Is there anything specific you think your [spouse] will want to know that I haven’t covered yet?”

When the job is time-sensitive. If they have a leak, broken HVAC in summer, or a deadline, waiting for three bids might cost them more than the price difference.

Try this: “I hear you. Just so you’re aware, we’re booking out [timeframe], and from what you described, waiting could mean [consequence]. If timing matters, let’s figure out how to get you comfortable making a decision today.”

The key is to push gently and always tie it back to their benefit—not your quota.

What Happens After You Leave

Here’s what most homeowners do after you give them a bid and they say they’re getting three:

1. They Google your company — Check reviews, Better Business Bureau, social proof
2. They ask neighbors/friends — “Have you heard of [your company]?”
3. They get 1-2 more bids — Often not three. Two is enough to feel like they compared.
4. They forget the details — They remember price, but they forget what was included.

This is why your follow-up matters as much as your initial response.

The Follow-Up That Wins Deals

Don’t just send a generic “Thanks for your time” email. Send this:

Subject: The 3 things to compare when getting bids for [project type]

Body: “Hey [Name],

Great meeting you today. Since you mentioned you’re comparing bids, I wanted to send you a quick checklist of what to look for:

✅ Licensing & insurance verification (call the carrier, don’t just look at the paper) ✅ What’s included in the quote (materials, permits, disposal, warranty) ✅ How long they’ve been doing [specific project type]

I’m attaching our bid again with those details highlighted. If the other contractors can match what we’re offering at a better price, go with them. If they can’t, let’s talk.

Either way, I’m here if you have questions.

—[Your name]”

This follow-up does two things: 1. Reinforces your value by making the comparison about more than price 2. Keeps you top of mind without being pushy

Most contractors send nothing or send a generic “Let me know if you have questions” email. You’re doing better than that.

AI-Powered Objection Handling

Here’s the reality: Most reps freeze on objections like “getting three bids” because they don’t practice. They hear it on a real call, panic, and default to a weak response.

That’s where AI coaching helps. Instead of role-playing with your manager once a month, you can practice objection handling daily with an AI that adapts to your responses.

At SalesAsk, we train reps on exactly this scenario: - Customer says they’re getting three bids - AI evaluates your response in real-time - You get instant feedback on what worked and what didn’t - You practice until the script becomes second nature

By the time you’re on a real call, you’ve handled this objection 20 times. You don’t freeze. You don’t wing it. You execute.

That’s the difference between reps who close 1 in 5 and reps who close 3 in 5.

Final Thoughts

The “getting three bids” objection isn’t a dealbreaker—it’s an opportunity to differentiate yourself.

Most contractors treat it like a price war. You’re going to treat it like a trust-building moment.

Validate their concern. Reframe the comparison. Give them a framework that highlights your strengths. Follow up with value.

And if you lose the deal? At least you lost it the right way—by making the customer better informed, not by discounting yourself into irrelevance.

Related Topics: sales objection handling, getting other bids objection, in-home sales closing techniques, contractor sales scripts, price objection handling, comparison shopping objection, sales call closing strategies