increasedrevenues.com blog, vancouver

How to walk your Prospect down the Garden Path of Their Decision Making Process… and have them Choose you .

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 …. ?

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