Optimism runs high in American businesses. In fact, optimism among small businesses at the end of 2017 surged to their highest levels in more than 34 years. This sentiment is shared among mid-sized companies as well. A staggering 80 percent of those surveyed said they were optimistic, a 39 percent increase over 2016.
If optimism is running high, then why should sales professionals be worried? The answer: too many businesses settle into inertia. They believe operations are fine as they are.
These numbers underscore a pervasive truth among sales professionals; the biggest competition isn’t another solution or another selling organization, it’s the status quo. This was an overwhelming finding in our 2018 Selling Challenges Study. When asked, “What is the biggest challenge you think your buyers face when making a buying decision” respondents decisively responded with “combating the status quo.”
In our latest brief, Overcoming the Status Quo, we look at specific ways sales professionals can incite action among buyers and decision-makers. We cover strategies like:
- Engaging numerous perspectives on the customer’s side of the table
- Simplify the buying process to lower the “activation energy” needed to buy
- Incrementally building to a consensus
- Bolstering the customer’s competitive advantage