In yesterday's post I shared a critical designation, and strategic sales decision, that must be made early in the sales process. Are you making a "status quo" sale, or a "change" sale? Now I'd like to share part 2 - the implication of each sale and how to tell the difference. In many ways, a status quo sale is easier than a change sale. But, as with anything, "ease" has its trade-offs. Status quo sales are far more susceptible to competition, commoditization, and price/margin pressure. It's...
