#consultative methodology

https://www.scovelo.com/competition-analysis/ If I am guessing your thoughts, Would the prospect be telling me who the competitor is? Would they prospect be telling me the truth about the competitor’s rates, features and how they are better than I am? Would the prospect not be negotiating hard quoting some fictitious competitor and beating me down on pricing? Yes, you are right and you can add a few more questions on these lines.