The Best Competitive Selling Lines To Use When trying arrange meetings, web-based demos and appointments with Top Level Decision Makers :

1) That's fine Mr. Prospect, we realize that your most likely satisfied at the current time. We would still like to keep in touch as we provide information and education to those companies that are a good fit for our technology. We are producing some webinars and white papers on ___________________, would you like to receive them?

If they say -YES, you then say, Great, I just wanted to ask you a few quick questions so that when we send you information, it will be tailored to your organization.

Specifically.,go into your questioning .

2) I hear what you're saying; my company has a few vendors that they work with that we are satisfied with as well. However, they are not perfect, and they know that. In fact from time to time I will make a suggestion to them as to how they can improve the quality of service they give my situation. What improvements in service, quality or pricing would you like to see your current supplier make?

What kind of a process do you think you will have to go through with your supplier to implement those changes?
OR

Your current supplier is just like any other business, they cannot be everything to everyone. How realistic do you think it is for your supplier to be able to make those changes you are requesting?

If we could demonstrate that we can deliver exactly what your looking for and compliment and supplement your present vendor and offer improved value, quality and service -can you think of any reason why we couldn't set up a 15 minute exploratory meeting to see if there might be some common ground?

3) I understand that your presently satisfied. Teach me if you would , what kind of service or product would it take for you to feel better than satisfied ?

4) I know you're happy with your current vendor's service (quality, value). You've made that clear so I won't continue trying to sell you something you don't want . Before I let you go , let me ask you one quick question . When you changed to your current vendor , you changed for a specific reason. In the future when you get around to contemplating your next change what would you want your new vendor to be better at ?

5) I'm glad to hear that, but frankly I'm not looking for dissatisfied customers of ABC Company. What I'm looking for is a few minutes of your time to evaluate and compare the benefits we may be able to provide to your firm. At the end of our meeting/ conversation you will clearly know if your current vendor / situation is providing you with everything you need, or whether our firm could augment, compliment, supplement or even be a better choice ( a better solution ) for your company .

6) I have no intention of replacing, switching or changing your current supplier / service . In fact if you're happy and satisfied you should stick with them. However no supplier has all the answers and I just want the opportunity to discuss your current practices to see if we can fill in the gaps left by your current supplier/ services. If I can't I will be the first to tell you that you've made a good choice and I , being an expert in the _________ industry will confirm your decision

7) What is it that do well in order to ensure satisfaction?
- What do they do to make you so happy?

- Is there anything that you would like to add that would supplement their services?

8) If , for any reason, you were to change suppliers , not that you would , but if you were possibly considering this , what would have to happen ?

I see , so if that happened you might consider changing or looking for an alternative

In addition to that would there be any other things that would have to happen to consider a new alternative ?

Just supposing we could deliver what your looking for such as ______ and _________ , can you think of any other reasons why you wouldn't talk with one of our consultants for 5 minutes ?

9) I can understand that . Since you are not under any pressure at this point to make a switch, wouldn't it be a good idea to find an alternate source in case your current supplier can no longer deliver the service or products you have grown used to