A second offer is not an attack
This is about the moment a customer puts a second offer on the table: as a PDF by email, as a printout or as a photo on their phone. There is rarely an intention behind it to put you under pressure. Usually the customer wants to understand what they are paying more or less for.
Looking only at the price falls short. If you want to compare a competitor's offer, it's better to ask the question that is on the customer's mind too: What do I get, and what does it mean for me? An honest comparison answers it:
Scope against scope. What is included, what is missing, what is solved differently?
Costs over the full term. Monthly rate, maintenance, follow-up repairs, work the customer does themselves.
Ask the customer why they got a second offer. The answer shows what really matters to them.
Stay fair. Running down the other offer costs trust. Naming the differences clearly builds it.
With Fioro
Compare the offers and plan the next conversation
In Fioro you discuss the competitor's offer with a coach that already knows your customer. The coach sees where the offers differ and weighs this against what convinces this particular customer. You end up with a concrete plan for the next conversation that builds on your strengths.
Upload the offer and tell the coach what the customer said about it.
The coach works out the differences and shows where your offer is strong.
Prepare the conversation, with an email draft that you send yourself or a roleplay with this exact customer.
Freddy
Your coach in Fioro
Becker sent me a competitor's offer. Compare it with ours and tell me how I should respond.
Maintenance. His offer doesn't include maintenance or remote monitoring. In your offer, that's worth a good 35 euros a month. His daughter asked about exactly that.
Warranty. Your offer includes a 20-year performance warranty, his a 10-year one.
The price gap shrinks once you factor in maintenance. Mr Becker told you that running costs matter more to him than the purchase price. I would set out the total costs over the term side by side. Shall we go through the conversation in a roleplay first?
Frequently asked questions
Can I use a photo of the offer?
A photo or a description of the main points is enough for a comparison. In Fioro, you upload photos, PDFs or Word files directly in the chat, or simply tell the coach what the offer says.
Does the Fioro coach know my own offer?
For a meaningful comparison, the AI also needs the other side, meaning your offer or your company's documents. The Fioro coach draws on your team's background knowledge, and you simply upload your offer for this customer as well.
How can AI help me compare a competitor's offer?
What matters is that the AI doesn't just compare figures but knows what the customer values. The Fioro coach takes into account everything you've told it about the customer and compares the offers with that in mind.
From the Fioro Method
Preparation is half the battle
Chapter 3.2 · Read the chapter
About Fioro
Fioro is the AI coach for sales teams. You practise customer conversations in realistic roleplays and prepare real meetings with a coach that remembers every conversation.
