ESTABLISHING COMPELLING REASONS TO ACT
According to SBI, your strongest competitor is not another vendor, but the status quo. They found that more than 3 in 5 well qualified sales opportunities end with the prospect deciding to "do nothing" - because none of the competing vendors managed to persuade them there was compelling reason to act.
Prospects are inclined to stick with the status quo until they are convinced that the costs and risks of their current situation are significantly higher than the costs and risks of adopting a new approach. This is not just about persuading them of the ROI - it's about making them painfully aware of the Cost of Inaction...
There's a critical sequence in any successful complex sale: prospects need to first acknowledge the need for change, then determine what they need to change to, and then be persuaded that you offer the best available option. Our structured sales process follows this sequence, and is supported by comprehensive sales playbooks that equips them to create compelling reasons to act - including frameworks for calculating both the Cost of Inaction and Return on Investment. You can learn more about our approach here.
INFLEXION-POINT: THE VALUE SELLING SPECIALISTS
We're here to ensure that every member of your sales team - from your most experienced veteran to your most recent hire - is universally adopting proven best practices and winning behaviours, and has easy access to the information they need to make the best possible decisions at every point in the sales process.