Preserve the words
Illustrative customer statement: “Your price is more than the other quote.” That supports a comparison concern. It does not establish that the scopes match, that financing is the issue, or that a discount would win the job.
Clarify when welcome
A possible response is: “Understood. Is there a part of the proposals you’re still trying to compare?” The customer may want help, may have already chosen, or may decline to discuss it. Record the response without forcing it into your preferred explanation.
Route the real question
Send scope, warranty, pricing, or financing questions to someone authorized to answer. Keep the question and response on the estimate. If the customer has decided against proceeding, close the conversation respectfully.