How to Sell Against the Status Quo? When is the Status Quo no longer possible? When Does the Status Quo Win?
In this podcast, we will cover how to sell against the status quo. Take a listen!
Listen To The Podcast:
Resources:
- Download a special report: 7 Skills Needed to Overcome Adversity in Sales
- Take the first step on the path to finding the Missing Piece to Your Sales Success – click here to sign up for our free mini-course
- Ask Alen! Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.
More about the Episode:
Comfort zone – customers resist change; no fear; risk-free; safe; getting by; easy to do;
Learning zone – customers open to new possibilities and exploring new things; pursuing their goals and vision; fear and risk involved;
Panic zone – too far and too tough to do; uncomfortable; customers block every initiative;
When Does the Status Quo Win?
- commodity
- challenging to implement
- fear of change
When is the stalemate no longer possible?
- Trigger Events are happening
- Executives are engaged
- New leadership
- Internal champions
How to Sell Against the Status Quo?
- identify pain points (Away-from direction)
- identify goals and missions and vision (Towards direction)
- Engage rational and personal reasons
Leave a comment below:
Let me know what are you doing currently to fight the stalemate with your customers. I can’t wait to hear from you!
Ask Alen!
Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.