An inbound sales rep for a digital phone company receives a call from a prospect.

An inbound sales rep for a digital phone company receives a call from a prospect. She’s satisfied with her current provider and nervous about switching. What should the rep do first?

  1. Ask her what she likes about her current provider and if there’s anything she would change
  2. Offer to compare her current bill to an estimated bill for his company’s service to show potential savings
  3. Direct her to their website with client testimonials about his company’s service
  4. Reassure her that his company’s service is superior, and she’ll be much happier after switching

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