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].

The prospect’s answer, in effect, describes the benefits you need to top or acknowledge. Respond in this way:

Now, what are three things you’d like to see improved?

The prospect’s answer reveals the gaps you can fill. Respond in this way:

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 to consider it? That is the question, isn’t it?

The “What If We Deserved?” Script

Be sure to smile when you ask.

What if you believed we also deserved that kind of loyalty? If that were the case, could you see how our [product/service] would be one you’d want?

The “We Must Determine” Script

What we must determine, then, is if our firm offers the benefits and personal attention that will create long-term loyalty. Don’t we?

The “Second Supplier” Script

Why not try us out by using us as a second supplier?

The “Don’t Chance Anything” Script

I’m not suggesting you chance anything. What you need is [superior service/increased profit/improved productivity].

It will take fifteen minutes for you to decide if I have what you need. The calendar shows that [day] at [time] is good, or would [another day/time] be better for you?

The “Most Important” Script

Be inquisitive. Ask:

What can I do to become your most important supplier of [your product/service]?