Sales is more about change management than selling. You’re trying to convince a prospect who’s doing something one way to make a change and do something different—with you, not your competitors.
That’s a tall order, given that 60% of qualified opportunities end in “no decision.” You are fighting inertia—or status quo bias. To overcome that bias, you need to disrupt its causes, drive the need for change, and create a buying vision that favors you over your competitors. This video covers the skills and messaging you need to break the status quo and differentiate: Why Change and Why You.