The status quo is the enemy of every sale.
Why? Because most deals are lost, not to competitors, but to the powers that be deciding to make no change at all.
This is what challenges sales professionals most.
It’s not connecting your product with your prospect, or clearly stating all your “value” propositions.
It’s knowing the layers of the organization so well, that you can craft a business solution which causes them to not only see the Value of making a change, but to dismiss the temptation of keeping things the same.
A fundamental element of this equation is Intrinsic Value.
This is the Change Maker’s petition for a better future.
And when you articulate it in the most altruistic way possible, you can exponentially increase your ability to influence the Influencers.
But it takes insight.
It takes empathy, industry expertise, business acumen, and more.
In other words though, it’s not about price or the return on investment that so many claim is the catalyst for closing a deal.
Rather, it is about Control On Investment and the literal feeling of freedom that you can give the prospect by offering up your ability to see past the commission check and truly serve.
Value, as understood by a Sales Rebel, requires you lead with a servant heart.