"I NEED TO CHECK OUT YOUR COMPETITORS"

That's no problem, What do you need to know to make this decision? (know your competition, what do they offer we don't, NOTHING!!!) Why? What is it that concerns you? Is there anything that I've shared with you that could prevent you from giving us the opportunity to serve you?

Compare competition:

(diffuse the argument and generate interest in their concern) That's good. But let me ask you; What criteria will you be using when you do that? Please share with me which competitors you are considering. I can help you compare the features and benefits of their program with ours.

I understand your need to compare services, many of our customers have. In many ways they did your homework for you. Let's go over what they found out and why they elected to use our check collection service.

I understand your desire to compare services. You need to consider the assets each will provide. Based on what you know about us, will you share with me what you believe are out strong points, and/or weaknesses?

I would expect you to make comparisons. Most educated buyers do that. In fact, lets examine the competitors you are familiar with while I am here.

You feel you need more information before deciding, don't you? That

That's understandable. I compare options daily for the clients I serve. I'll gladly answer any questions you pose. That will save you time and effort. I know you'll be more comfortable making a decision after we go over your questions.

Are we comparing Apples and Oranges? Is it really fair to compare us to other company's that are inferior to ours? Our company is one of the leaders in this industry. Would you compare a diamond to a cubic zirconia?

WE HAVE DECIDED NOT TO BUY YOUR SERVICE FROM YOU:

May I ask why?

What changed your mind?

Who did you decide to go with? (wait for an answer) They are a good company, but, of course, we feel we are better because we provide the following services__________________ and they don't, plus we have been in business for over 20+years. I'm sure that there is still time to change your mind, isn't there?

Where did I go wrong? What caused you to make that decision? Obviously, I failed to get explain our service well. Could you share with me where I went wrong?

I appreciate you sharing with me the reason why you choose another company. It is important to our company to continually improve our service to businesses such as yours. If we were to bid for your company's business again, where would you suggest we focus on to improve our efforts with other businesses?

TIMES ARE TOUGH:

Change the focus. That make this the perfect time to talk. Our service will help you get through these tough times and improve your situation.

We couldn't agree with you more that the economy is making for tough times for everyone-even us! In fact, we have designed the pricing of our service to minimize the negative impact of these times and actually reduce your cost basis. Difficult times mean you have to make difficult decisions. By deciding to use our service we will help you through these difficult times.

If times are tough, it doesn't make sense to limit your ability to weather the storm. Instead of paying for the service all at once, we will set this up on a monthly electronic pay schedule. You will receive the full service why only have to pay on a monthly basis. After all you can't keep a patient healthy by withholding the medication. The same hold true for businesses. It's not healthy to cut back on services that would keep your business healthy and return it to better times. Let's work through these tough times together. Let's strengthen your position in the market by reducing your losses due to returned checks. While reducing your exposure to possible law suits.

WE ALREADY HAVE A CHECK RECOVERY SERVICE

I respect your sense of loyalty to our competitor. I believe in loyalty as well. I think that your first loyalty should be to the well-being of your own company, don't you? If I can show you that our service is better for your company than the one you are currently using, would you consider changing, or at least trying ours?

Times change and perhaps your current service has not stayed up with the changes in the industry. Do you every make changes in your business? Just suppose we could improve upon the service you are currently using, you would consider our company? I understand your sense of loyalty, However, you do deserve to have a service that is current and provides the same or better service for less cost to you.

I certainly can understand wanting to stay with a service you felt at the time you decided to use their service was the best around. remember that not long ago manual typewriters were considered stat of the are; then came electric typewriters, then electronic typewriters, the PCs, now work stations. I would like to have the opportunity to show you how we can take you from a service that works sufficiently to one that brings you true cost savings and higher productivity.

Some of our present customers used to use the service you are using. They changed, let me tell you why they switched to our service.

I understand you are currently using another service. The road of least effort is the road on no action. But no action can lead to no growth. I think if you give a little more consideration to how our service compares with your current service, you'll see what I am talking about. Let's compare your current service with the service we can provide you. If for nothing else than to reaffirm the decision you made several years/months ago was the best for your company, give me 20 minutes of your valuable time for a comparison. You'd agree that it's important to stay informed, wouldn't you? Many of our present clients were also content with the status quo. Let me share with you why other companies took action and switched to us.

Change is never easy nor comfortable. But let me show you why change is necessary if you're going to have an advantage over your competitors. You'd agree that smart companies are always on the lookout for ways to improve and prosper, wouldn't you. Forward looking profitable companies never sit still with the status quo. What would I need to show you in order to change your mind?

WE DONT WANT TO RISK CHANGING

I appreciate that. That's a real nice position for your present service to be in. I wonder if you'd share with me the three things that please you most about them. (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' like to see improved? ( the prospect's answer reveals the gaps you can fill. Respond this way) Yes, I can see why improving (three weaknesses) would be important to you. Lots of problems develop when (three weaknesses) are not addressed. The question is, is our service so much better for you to consider it? That is the question, isn't it? What we have to determine, then, is if our service offers the benefits and personal attention that will create long-term loyalty. Don't we? It will take fifteen minute for you to decide if I have what you need. My calendar shows I have mon/tue at 2/3pm available, that day and time is best for you?

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