Challenging the status quo bias of any prospect is essential when trying to secure a sale – particularly when the prospect is already committed to a competing supplier. However, if not conducted well, challenging the status quo can have a detrimental effect on the sales outcome.
A well thought out and implemented process in B2B sales is critical to success. B2B sales can be a complex and time-consuming process, involving many stakeholders and high financial stakes.
A sales methodology puts structure around the process a salesperson uses to do their job. It’s a set of rules for how to approach customers and sell products or services to them.
