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A rep asked me last week: How do I get homeowners to stop comparing me to three other bids? I said: Stop trying to get them to stop. Ask them to explain their comparison process instead. He looked confused. Said: Won't that just remind them they have other options? I told him to try it on his next five calls and report back. Call 1: Homeowner mentioned getting other bids. Rep said: Walk me through how you're planning to compare them. What matters most to you? Homeowner talked for eight minutes.
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