Brief: How Sales Professionals Are Overcoming the Status Quo
Today, the sales professional’s toughest competition is the status quo. Complex business challenges and an increasing number of stakeholders often lead to a “reversion to the mean” in which no change occurs.
In Richardson Sales Performance's brief,
How Sales Professionals Are Overcoming the Status Quo, we offer specific takeaways to navigate this challenge.
We look at:
- How team selling helps build consensus incrementally
- How to incite customers to move forward by underscoring the risk of standing still
- Ways to lower the customer’s “activation energy” and make it easier to buy
- Why focusing on the customer’s competitive advantage drives engagement