Improving Sales Effectiveness: Secrets to Winning Against the Status Quo!

Presented by

Thomas J. Williams, The Complex Sale Expert

About this talk

Sales effectiveness is more than doing the right thing—it’s doing the best thing at the appropriate time and with the right people. In most sales there is a powerful adversary that can mobilize support, prove value and assuage the fear of change—the status quo. Sellers have learned through trial and error to never underestimate the power of internal solutions or incumbent suppliers. The status quo can be a strongly entrenched, competitive force with executive supporters. It can have an impressive performance record with documented costs, risks, and benefits. Buyers who like the status quo are NOT receptive to change. For most sellers the Status Quo is their most formidable competitor. In this webinar we’ll unlock the secrets to winning against the status quo. You will learn: •What are the 4 Forms of the Status Quo? •When Does the Status Quo Win? •When is the Status Quo in Jeopardy? •What are the 3 Secrets to Beating the Status Quo? •How will these Secrets Help the Seller’s Strategy?

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