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How to ask for functional preference?
maria.van-thienen
Created on January 11, 2021
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Transcript
How to ask for functional preference?
STRATEGY 1
STRATEGY 2
STRATEGY 1
My understanding is that your top requirements for the new platform are X,Y, Z which is something we usually do better than the competition. Do you confirm these requirements are absolute-must for you? and that our platform perfectly meets those?
YES!
STRATEGY 1
My understanding is that your top requirements for the new platform are X,Y, Z which is something we usually do better than the competition. Do you confirm these requirements are absolute-must for you? and that our platform perfectly meets those?
YES!
Thank you so much. so you don’t see any gaps between our capabilities and your core requirements? Any grey area regarding the platform that you would like me to clarify ?
YES!
NO...
STRATEGY 2
STRATEGY 2
Oooo so we’re a tad more expensive than the others and you’d like to know our BAFO. No worries, I understand. In order for me to obtain an extra discount, I would need to discuss with my VP and one of the first questions is going to ask is, how do we rank against the competitors. If I can say we’re vendors of choice, and the only thing that stands in a way is budget, then he will be more likely to play ball. Do you feel we’re at this stage yet? How do we stack up against the other options?