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#57: How to Sell Against the Status Quo
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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 Status Quo 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
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