Displace a Competitor Without Sounding Desperate
Respond to incumbent preference by reframing around objective criteria and buyer interests.
Incumbent wall Marcus has evidence of service gaps, but the buyer is loyal to the incumbent relationship. A direct attack makes the buyer defend the old decision instead of evaluating the next one. Principled negotiation Move from position to criteria. The buyer's position is 'we like our vendor.' The underlying interests may be continuity, low risk, manager trust, and fewer escalations. Objective criteria let both sides evaluate the future without making the past personal. Shortcut Tell the buyer the incumbent is failing. A fair comparison instead of a defensive debate. People do not like admitting an old choice was wrong;…
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