Maybe you’ve been in this position before. You have killer sales decks, but you lose the sale. In all likelihood you haven’t lost to a competitor, but to something else entirely. Often the victor is the status quo.
Where you advocate for change and something peru country code new and fresh, the status quo will sidle up to your prospects, smelling of old mothballs, and tell them that things aren’t really that bad, and – come on now – there’s no need for any rash decisions. Even though we can all see how stale the status quo is, it can be very compelling for a prospect and can stop your sales pitch dead in its tracks. In this post, we’re going to teach you how you can develop sales decks that overcome indecision and beat the status quo. For good.
Contents:
Why you lose to the status quo
How your sales decks can overcome indecision
Using the challenger method for sales decks
About ten years ago, we learned that the best salespeople were ‘challengers’; they brought disruptive insights that challenged the status quo and reframed their prospects’ thinking. This approach became best practice for sales decks.
Early-stage sales decks need to answer the question ‘Why change?’. By doing so, they challenge the status quo, and get prospects thinking about how the world has changed, and why they need to change now too. An effective way of selling a new category of product or service is to explain what’s wrong with the status quo and how the old way of doing things won’t cut it anymore. By standing still, prospects might be missing out, facing risks, losing money, or all three. For example, the first cloud accounting software vendors might have gained traction by explaining how doing everything ‘on premise’ means you waste time and money on your own infrastructure and prevent effective collaboration between offices.