Addressing the "Status Quo" Objection

How do you handle the scenario when speaking with a prospect who you absolutely know that you can help, but they are hesitant to sit down because they're so attached to their current solution or scared of change? It can be an awkward conversation when trying to call them out without being rude/offensive or coming off as pushy. How do you frame your questions to help them realize that continuing what they are currently doing may not be the best move?

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salesnerd

WR Officer

Head of Growth

It depends a lot on the buyer, but in essence you need to convince them that what they're doing is FINE (clearly it's working) but if they used your solution, it's be GREAT.

Something like "I realize what you're doing is working, otherwise you would have found a different solution by now. I get that. However, when I've worked with clients in the past who were [solving the problem the way they are] and I showed them [your solution and how it fixes their problem better], they saw [some marked improvement]."

CuriousFox

WR Officer

🦊

How do they know they have the best if they don't see what the latest/greatest options are?

maddiac

Member

Account Executive

I think you need to get to the why - are they just scared of change? what are they scared of? - if they love their current solution what about it do they love? To get past the objection you need a clear objection!

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Addressing the "Status Quo" Objection

3 comments

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