What to Say When a Client Trials a Competitor 30 Days Before Renewal
Discovering your client is running a proof-of-concept with a competitor triggers panic. Here is the calm diagnostic script that defends the account.
Amit KasliwalCEO & Founder, Dehurdle
December 26, 20244 min read
The Discovery & Differentiation Script
Recommended Spoken Script
"It makes complete sense that you are evaluating the market before locking in your annual renewal. To ensure you have all the data for an objective comparison: what specific gaps are you hoping the alternative tool solves that we haven't enabled in your current instance? Let's look at those features together today."
The 2-Minute Practice Drill
2-Minute Spoken Drill
The 2-Minute Practice Drill
Practice renewal defense against competitors in Dehurdle.