We're already in late-stage talks with [Competitor] — you've come in late to this process.

"What's driving the decision between us and [Competitor] — is it price, feature depth, implementation speed, or something else? I want to understand exactly where we're competing."

"Late entry actually has an advantage — you get to learn from their pitch without showing your cards first. What's the timeline for the final decision? I can move fast."

"We can often win late-stage deals by focusing on the one dimension the competitor is weakest on. What keeps your team up at night about [Competitor]? I bet we can solve it."