Competitor Conversations to Drive in New Business: New Business no matter which competitor it’s with Flashcards
1
Q
“Do you have any tougher …
A
placements coming up?”
2
Q
“What new / new …
A
business are you working on?”
3
Q
“What accounts keep …
A
you up at night?
4
Q
“Do you have accounts you haven’t …
A
marketed in a while? Why?”
5
Q
“Is there anything you have BOR’d in the …
A
last 12 months you haven’t marketed yet?”
6
Q
“Have you lost any accounts …
A
you want to get back?”
7
Q
Bring account list
A
(already written to ID cross sell opportunities or prospects)
8
Q
Ask if we can see their upcoming account list
A
(depending on relationship)
