Status quo is an ugly place to be in sales.
Moving forward is good.
Getting a yes is better.
Even getting a no on a deal is better than status quo because then at least you know its time to drop it and move on to something/someone else.
When doing drive alongs with sales people the thing that separates and is the thing most easily spotted is that an average seller or poor seller does is staying in status quo because they are afraid to move things towards a No or a Yes.
Or to put it in another way the top seller always moves the process towards a yes or a no.
Towards the point of decision-making.
They (the top seller) know just aswell as the rest of the sellers that in order to make a deal happen you have to push things to this point but the big difference is that they don’t stop to contemplate the possibility to lose the customer when getting them to the decision point. They accept the fact that they will lose customers, its natural that some say no.
Just as its natural that the rest say yes.
So by staying in the status quo limbo the poor sales person wastes their own and their customers time!
And by doing so they hinder themselves in becoming the next top sales person.
For you and me the answer is an easy one.
Status quo bad.
Moving things forward good.
- Status Quo Bias (introforextrading.com)
- How Great Leaders Inspire Action (outsider-trading.com)
- The Status Quo (beeseeker.wordpress.com)
- Say What!? Christian Bloggers that Question the Status Quo (keriwilliams.wordpress.com)