What can we do when the sales team accepts the customers Status Quo?

In a recent workshop with the sales and technical team of a small, yet significant CAE (Computer Aided Engineering) software company I was struck by the number of times that the sales team conceded that the "customer doesn't do it that way" so they don't see them changing methods.

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)

Is it not the challenge for the sales person to convince the Desert Nomad to buy sand, or the Eskimo Ice, or the Lady in the white gloves want Ketchup flavored Popsicles? Then why, when I present the use-case for our software, do we roll over when the customer expresses that the model doesn't fit there current business paradigm? OK, if you say so. No need to grow our business. Have a nice day.

• 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.

Infographic: the Freelancer’s Game of Life

The folks at FreshBooks posted this infographic on their blog.

Infographic: the Freelancer’s Game of Life

Of course it is fun to imagine that freelancing is all rainbows and kittens, but in the game of life there are often more pitfalls than the few move back # spaces possible landing areas.

• You realize that taking vacation is the same as UNEMPLOYMENT lose 2 moves
• Selling time for money means you never have any time move back 3
• There are 24 billable hours in each day, land overseas account, tele-presence and move forward
• Tax deductible is not the same as free, pay the bank $2000
• Your non-equity partners make off with your account, move back 1 space
• You finished the job, now get them to pay you, sit out next round
• You need find a contract house to manage the project move forward 5 spaces

Being successful as a freelancer is still something that eludes most who try. I doubt there are stats out there, but I would not be surprised if more than 75% of freelancers have to resort to going native after the first 2 years. Having survived 7 myself before getting a J.O.B. it is not always a sunny as this infographic makes it sound. First of all, i don't know many freelancers that even know the meaning of retirement.