What to Say When a Prospect Claims Your Competitor is Half the Price
Attacking your competitor makes you look insecure. Discover the elegant differentiation script that acknowledges the cheaper alternative while highlighting enterprise total cost of ownership.
Amit KasliwalCEO & Founder, Dehurdle
May 24, 20264 min read
The Friction
Prospects use cheap competitors as negotiation leverage to grind your margins down. If you criticize the competitor, the buyer gets defensive. You must respect the alternative while exposing its hidden costs.
The 'Different Tools for Different Jobs' Script
Recommended Spoken Script
"Competitor X has built a great tool for small teams with basic requirements. However, companies transition to us when they hit scale—specifically because our sub-300ms live streaming and Zero Voice Retention compliance satisfy enterprise InfoSec reviews without engineering workarounds. If basic transcription is all you need, they are a solid choice. But if you need live interactive objection coaching that reps actually use, that is where we deliver 5x ROI."
3 Rules of Competitive Positioning
01
Praise One Thing About Them: It proves you are objective and credible.
02
Highlight the Architectural Trade-off: Explain why their lower price comes with lower reliability or compliance risk.
03
Let the Buyer Choose: Frame the choice as 'good enough for hobbies' vs. 'built for enterprise revenue.'
The 2-Minute Practice Drill
2-Minute Spoken Drill
The 2-Minute Practice Drill
Practice deflecting competitor comparisons in Dehurdle's Competitive Battlecard Sandbox.