Tip — Day 262
A buyer praises your demo, then hesitates: “We’ve been with our current vendor for eight years.” Ask what they’re protecting: “What works well today that you’d be worried about losing if you switched?” A better feature set won’t automatically outweigh familiar support or a reliable workflow. Their answer reveals what a replacement must preserve—not just improve. 🎯 Try this today: Pick one deal where the buyer is hesitant to switch and add this question to your next-call notes.
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