The Biggest Obstacle To Change-Status Quo
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Everyone is goal oriented, has numbers to meet, and is driving hard.
Why would organizations be so resistant to change?
The biggest obstacle for someone in sales is to get the Prospects to listen to something new.
The lack of Change is often the manifestation of the real obstacle-Time.
How difficult is it to learn something new? They say that when we buy something, we learn 70% of everything we will know about it on the first day. We don’t spend the time in more investigation.
When you approach someone with an idea of change, they will make their decision about it in a few seconds.
Jill Konrath in “Snap Selling” says if your value proposition doesn’t begin by explaining the gap in where the target is and where they would be with your service, they will have no time to listen. It is a brand new environment
Secondly, if it is not in alignment with how they plan to meet their objectives, it will not get consideration.
And thirdly, if it is not presently a priority, it is unlikely to get consideration.
One way to get into the Buying Cycle is to provide information or have information available on your expertise and how you solve a given problem. Let the Buyer choose in through Permission Based systems to learn more about you and your solutions.
These systems can be working automatically even while you or your sales force is trying to get the Buyers attention. The difference in closing ratios between Calling on Prospects and Following Up with those that have asked for more information is greater efficiency.
