Since when is selling about letting the status quo be good good enough? How about this? The status quo is that we don't get any revenue from the prospect, why challenge that in the eyes of the customer?
|Ron Popeil never sold anything by accepting others view of good enough (image wolfprint.stritch.edu)|
- Since when has selling bee about completely ceding the value-arguments to our technical people?
- Why is it so bad to challenge the customers feeling that "we are fine" without any change?
- No, you don't tell them they've been doing it wrong, you just show them a better way.
If you don't believe that what your are selling is a needed improvement to the status quo, please move on; get out of the way of those who can offer change.