Buyer Flux Path
The business climate has entered a next-two-hours era, which I call the Age of Flux
So goes the assessment of a one-time weather pattern researcher. Sometimes weather can be accurately predicted for days ahead, other times, you’re wild guessing even a couple of hours away. He means that everyone must now not only be merely accepting of change, however begrudgingly, but rather actively seek it out and embrace it.
The journo from whom I read this (editor & managing director of Fast Company no less, Robert Safian) even uses one of my favourites quotes, from Darwin;
It is not the strongest of the species that survives; nor the most intelligent that survives. It is the one that is most adaptable to change.
He recommends that you join Generation Flux. Adaptability is the standout trait. Recalibrate everything, business models and assumptions, and be fluid.
For many a buyer I’ve met such talk is scary. Any request to consider such like will see you shown the door. So perhaps, as solution sellers that by definition are permanently selling “change”, we’d do well to pinpoint where our prospect is on their Flux path.
Their receptiveness to this concept could well govern the success of your proposal.