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Insurance Sales Objection

We've been using Applied Systems for 20 years — why would we switch now?

3 responses
validate
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"Twenty years of Applied is a lot of institutional knowledge — I'm not suggesting you throw that away. The question is whether you're paying for the full system when you only use a fraction of it."

probe
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"What features of Applied do you actually use regularly, and what's sitting unused? I'm willing to bet there's a gap between what you pay for and what you use."

anchor
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"We're not asking you to migrate — we can work alongside Applied to fill the gaps. What if we covered the parts that Applied doesn't do well, and you kept everything that works?"