#57: How to Sell Against the Status Quo

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 Learn more about your ad choices. Visit megaphone.fm/adchoices