What it usually means
An active evaluation. That's good news: the priority already exists.
What to say
Good to know. What are you hoping to see that you haven't yet? I'd like to be useful in that comparison.
Replace anything in brackets with your own words before you say it.
Why it works
Asking what they haven't seen yet surfaces their real criteria. Offering to be useful in the comparison makes you a resource instead of just another bidder.
Other ways prospects say it
- “We're evaluating options.”
- “We're talking to a few companies.”
- “We're in a selection process.”
Same reflex, same response. Type any version into the Objection Lookup to check.
If they push back again
If they won't share criteria, ask when they plan to decide and who's involved. Being part of the comparison beats being left out of it.
The pattern behind every objection
Acknowledge it with something short and human, ask one question about what sits behind it, then propose a small next step with two options, or exit cleanly. Handle each objection once, never argue it, and log every one so you can see where your message or your list is weak.