“We Use Another Company’s Product/Service and Do Not Need You at this Time.”

The “What Is Keeping You?” Script

Word emphasis is critical here.

What is keeping you from selecting a better[product/service]?

The “I’m Surprised” Script

Gives you time to rethink the approach.

I’m surprised to hear you say that. Please share your reasons with me.

The “Not Totally Happy?” Script

Helps overcome intransigence.

Is there anything about your present situation you’re not totally happy with? Just suppose our [your product/service] could eliminate that problem. It would be worth considering then, wouldn’t it?

The “Why They Switched” Script

Stories sell.

Some of our best customers today used to use our competition yesterday. Let me tell you why they switched ...

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