ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "#57: How to Sell Against the Status Quo"
Episode Synopsis
Comfort zone – customers resist change; no fear; risk-free; safe; getting by; easy to do;
Learning zone – customers open to new possibilities and exploring new things; pursuing their goals and vision; fear and risk involved;
Panic zone – too far and too tough to do; uncomfortable; customers block every initiative;
When Does the Status Quo Win?
commodity
challenging to implement
fear of change
When is the Status Quo no longer possible?
Trigger Events are happening
Executives are engaged
New leadership
Internal champions
How to Sell Against the Status Quo?
identify pain points (Away-from direction)
identify goals and missions and vision (Towards direction)
Engage rational and personal reasons
Learn more about your ad choices. Visit megaphone.fm/adchoices
Learning zone – customers open to new possibilities and exploring new things; pursuing their goals and vision; fear and risk involved;
Panic zone – too far and too tough to do; uncomfortable; customers block every initiative;
When Does the Status Quo Win?
commodity
challenging to implement
fear of change
When is the Status Quo no longer possible?
Trigger Events are happening
Executives are engaged
New leadership
Internal champions
How to Sell Against the Status Quo?
identify pain points (Away-from direction)
identify goals and missions and vision (Towards direction)
Engage rational and personal reasons
Learn more about your ad choices. Visit megaphone.fm/adchoices
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