Status Quo and the Cost of Inaction

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TheSalesAdvice: Selling Will Never Be The Same Again

Ton Verleg

64 episodes

2 days ago

Two Salespersons doing the same job. Which one will survive?

Self-Improvement

Education

RSS

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Two Salespersons doing the same job. Which one will survive?

Self-Improvement

Education

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Status Quo and the Cost of Inaction

TheSalesAdvice: Selling Will Never Be The Same Again

4 minutes 54 seconds

3 years ago

Status Quo and the Cost of Inaction

When discussing possible solutions, buyers use their status quo as the reference point to evaluate the attractiveness of your offer. Any improvement is a gain, and any shortcoming is a loss. Is it really that simple? How are buyers really looking at competitive offers?