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 :

1. Agree with them--Not a problem at all, I totally understand
2. Say , would you mind if I ask How long have you been with
   them ?                                                                                                                              You want to hear ...years , over 12 months ..the better 
3. 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 ?
4. 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?
5. 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 )
6. 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 ...
7. 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
8. 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.... ?