Thoughtful Thursdays – Overcoming the status quo
Maintaining the status quo is right up there with price objection as a common barrier to sales.
There are many reasons for a propect to take the position of maintaining the status quo. As a professional sales person, it is your task to recognize this nature objection and have a strategy ready to address it.
In many cases it involves calling in depth to determine your prospect’s business goals and objectives at the top mangement level. Once you have this information, the conversation with your primary contact will become more meaningful. You will be able to communicate the bigger picture value of your products and services as it relates to your prospects broader business.
If your contact can help their managers achive their goals, it becomes a winning situation for everyone.
You may not win them all, but be sure you use all the tools at your dispsosal to overcome the desire to maintain the status quo.
Rocking the boat a litttle can be fun and rewarding.
Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.
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