FROM COMFORT TO CURIOSITY
Open the door without pushing it down
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01
Name the new condition
Find the event, growth point, or requirement that changes what the buyer needs from the current approach.
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02
Respect the incumbent
Acknowledge what may already be working, then show the narrow question the buyer could examine next.
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03
Invite comparison
Use a clear frame and a low-friction ask so the buyer can decide whether the conversation is worth the time.
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04
Follow the evidence
Test the angle, keep the responses that reveal genuine interest, and stop when the status quo is the right answer.