The “Three Things That Please You” Script
I appreciate that. That’s a real nice position for your present [supplier/vendor] to be in. I wonder if you’d share with me the three things that please you most about him/her].
Now, what are three things you’d like to see improved?
Yes. I can see why improving [the three weaknesses mentioned] would be important to you. Lots of problems develop when [the three weaknesses] are not addressed.
The “Is Ours Better?” Script
The question is, is our [product/service] so much better that you need ...