“We Tried That Before and It Didn’t Work.”

The “Why Different?” Script

Say with surprise in your voice:

That’s interesting. Have you any ideas why [the company you are talking to] is different from most of the others in the same field you’re in?

The “Bad Experience” Script

Say sympathetically:

It sounds like you’ve had a bad experience with a similar [product/service]. Would you share it with me?

The “Progress” Script

A lot of progress has been made in a very short time. Wouldn’t it make sense to base a purchase decision on today’s offering and conditions, not yesterday’s?

The “Wrong?” Script

What went wrong?

The “Like Giving Up Eating” Script

The ability to empathize is key here.

I’m sorry to hear that. I know how disappointing it is to buy ...

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