How to get your prospect to walk down the Garden Path of the Decision process they made to get their existing supplier or Vendor .
That they made logical steps to get this vendor and if they did this again .. it could be very worth their while.
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Click audio to hear the 4 Question process to turn around the hardest purchaser to a neutral basis ... within 120 seconds
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This is the # 1 Competitive selling Frame-work
Here's the "Garden Path" Process :
- Agree with them--Not a problem at all, I totally understand
- Say , would you mind if I ask How long have you been with
them ? You want to hear ...years , over 12 months ..the better - Then say , "Were you involved with the decision to get this provider back then ? "YES -- Awesome? If No - Then say , Do you think the Executive team team at that time .... did any research, comparing or shopping around with other providers to find this excellent provider ?
- Hey well, at that time when you got them did you do any research, comparing or shopping around with other providers to find this excellent provider?
- Great, so you subscribe to the idea that it makes good business sense to shop around and review.. cool..And you've been with them a long time, I'm sure they're serving you well. You did great research back then...(in the day )
- So I'm sure you feel researching and comparing other products, other vendors a good thing from time to time, just to keep them on their toes ...
- You know obviously I called you out of the blue ....We've been talking for a while now and it's sounding like there could be some synergy or good reason to continue the conversation...
-- There's new features & functionality that have been just released that weren't even invented. when you got your solution-everything is so much better, faster, cheaper & more reliable now. The Costs have decreased significantly - They work a lot better. We would love the opportunity to throw out hat into the Ring, and show you what we've created for your peer group , just to get your opinion and feedback on this - If your flexible lets move this to a calendar Invite, lets schedule a quick 10 minute executive web briefing where I can show you all of this in multi media...not just on the phone, with a subject matter expert...ask questions, purely exploratory , no commitment or obligation...
Hey how does your calendar look for.... ?