How to Handle “I’m Going to Shop Around” During a Sales Call

When a prospect says, “I’m going to shop around,” during a sales call, it can be tempting to jump into defense mode or try to close the deal immediately. However, how you handle this moment can make all the difference in whether you eventually win the sale or lose the prospect entirely. Here's how to respond effectively—and what to avoid.

What to Do

1. Acknowledge and Validate Their Concern

When a prospect mentions shopping around, it’s essential to validate their need to explore other options. You could say something like:

“I completely understand. It’s important to make sure you’re getting the best value.”

This not only shows respect for their decision-making process but also positions you as a trusted advisor.

2. Ask Questions to Understand Their Criteria

Once you've acknowledged their intent, dig deeper to understand what they’re looking for. Ask open-ended questions such as:

• “What factors are most important to you in choosing a solution?”
• “What specific outcomes are you hoping to achieve?”

These questions will help you tailor your responses to their specific needs and demonstrate how your product or service is uniquely positioned to meet those needs.

3. Differentiate Your Offer

Use the information you gather to highlight what sets your product or service apart from the competition. Focus on unique value propositions, like superior customer service or proven success. This is a great time to introduce case studies:

“I’d like to share how we’ve helped similar clients achieve their goals, which might align with what you’re looking for.”

If you’re not already using case studies in your sales process, you can learn more about how to do so effectively in this blog post on using client case studies to sell.

What Not to Do

Handling objections effectively also means knowing what not to do. Here are three common pitfalls to avoid:

1. Don’t Speak About Competitors

While it might be tempting to compare your offering to the competition, avoid doing so. Speaking negatively about competitors can make you appear unprofessional and may raise doubts in the prospect's mind about your integrity. Instead, focus on what makes your product or service the best choice without mentioning others.

2. Don’t Drop Your Price Too Quickly

Lowering your price at the first sign of hesitation can devalue your offering and set a precedent that you’re willing to negotiate on price over quality. Instead, reinforce the value of your product or service and how it addresses the prospect’s specific needs. If price adjustments are necessary, approach it strategically later in the conversation.

3. Don’t Criticize the Prospect for Shopping Around

It’s crucial to maintain a positive and supportive tone throughout the conversation. Criticizing or questioning their decision to shop around can create defensiveness and harm the relationship. Remember, your goal is to build trust and show that you respect their process.

Conclusion

Hearing “I’m going to shop around” isn’t the end of the road—it’s an opportunity to demonstrate your value, build trust, and ultimately win the sale. By following the right steps—and avoiding common mistakes—you can turn this objection into a stepping stone toward success.

To further enhance your sales strategy, don’t forget the power of case studies. They’re a proven way to show prospects the real-world success of your product or service. For more on how to use case studies effectively, check out this blog post.