"Hello, ABC Heating & Cooling, my name is Dave. How may I help you?" The prospect says they are looking for air conditioning so you get some information and then quote them a qualifier price. Sound familiar? Why not answer the phone, "Hello, ABC Heating & Cooling, Dave speaking. If you called about air conditioning, the price will be approximately $3,500. How's that price?" Sound ridiculous? So does trying to qualify a customer on the phone. Every call is a potential sale; there are few people who call dealers to pass the time of day. Treating every call seriously will allow you the opportunity to create a sale and gather new information for that competitive file.
How would you discover what kind of jobs the other contractors are installing? I recommend two methods to gather this data. One is to always ask if the customer has gotten any other prices. If they have, suggest that they compare what you have offered to what the other dealers have offered. This gives you great information on what is being offered but more importantly it allows you to talk about the differences you are offering and why. The "Ben Franklin" close is a great way to gather this type of data. Remember always take this data with you when you leave; it is more reliable than your memory.