💡 Tip — Day 206
A buyer spends 30 minutes reviewing your solution, then says, “We’re happy with our current vendor.” Yet something made this conversation worth taking. Surface that reason without attacking the incumbent: “That makes sense. Given things are working, what made this conversation worth having now?” Their answer may reveal a missing capability, upcoming change, or concern they haven’t named. Now you can discuss why they explored—not force a comparison they never asked for. 🎯 Try this today: Paste that question into the notes for one deal where an incumbent could become the default choice.
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