There is a fundamental of non-tender triggered solution selling. When you alone seek to ‘create the need’, you invariably challenge the status quo inside an organisation.
To many, that status quo is a comfortable place to be. There are those who’s reaction towards any change firmly fits along the range of hostility. Especially one not proposed by them.
As with all ‘change’, I always talk about the focus on people’s perception of how that change will effect them.
Reading about the upcoming succession referendum in Scotland I discovered another term for status quo.
When people contemplate change, they think of where they’d be if that change did not occur. That is the reversion point.
The job of anyone wanting the change to be adopted, is therefore;
Reversion Point Reversal.
As one – if not the – biggest competitors we face is doing nothing, our job is often all about this reversion point reversal.
I like this alternative phrase.
One of my first thoughts on learning this was how often I’d sat through meetings discussing ‘status quo disruption’. Developing tactics for when a key prospect veers frustratingly towards making no decision, preferring their present – albeit hardly stellar – path rather than seek the new pastures you promote.
To make this point ‘R’ unattractive, the most talked about technique appears to be showing it’s unsustainable.
What renders what is being done now no longer viable?
Are the wheels about to fall off? Is there a looming straw to break the camel’s back? What will likely squash their ambitions into the shape of a pear?
Another view comes from an interview I happened upon with a Tim Riesterer.
He talks about waking the lizard brain. And delivers ‘3 Cs’ to help you frame why change must come for prospects; context, contrast, concrete.
From the hundreds of individual deals where I’ve needed to establish the ‘change is good’ feeling, I’m reminded of the ‘ledger’ sales tool approach here.
You’ve two columns. One for why the reversion point is desirable, the other for why it is not. For best results, first attempt with someone prospect-side for whom you see the eyes light up, or voice quicken when you pitch.
Then take it to the unbelievers in the traditional fashion.
Of course, to major on the logic alone is rarely enough. These are highly emotive decisions. Tap into them. Reverse liberally.