3 Things You Can Do To Challenge The Sales Status Quo

Status quo is a Latin phrase meaning the “existing state of affairs.”

In my sales training practice, I watch sales teams continue to do the same things, over and over, and expect results to be different. I hear them say, “Well, if I could just do more…” But the correct way to challenge it is not to do more. It is to do different.

Here are three things you can begin doing immediately, that cost you NO MONEY, but that begins to challenge existing paradigms.

1. Be The Brand.  In B2B sales, you are the brand. Or, at least you’re one of the brands. Yes, your company is the primary brand but if you follow our recommendation to be positioned as an expert, then you, too, are a prominent brand in the equation. Have an email newsletter. Write a blog. Produce media that is meaningful for your constituent base. Be the expert. Be the thought leader. You already have the expertise, so why not declare it and give voice to it?
2. Be Selective. You get to choose who you want to work with. They (prospects) should have to truly qualify to get access to you and your solutions. So be skeptical. Be picky. Have a process that is in their best interest and use it. Make them work a little bit. After all, you’re the one with the solution – so you should be in control of the process, not them.
3. Bring Up The Uncomfortable. In sales, there is this old, antiquated axiom: Be Enthusiastic. What that translates to is, never bring up negative. Be positive. Well, no. Find yourself having uncomfortable conversations with prospects, especially if there is an obvious roadblock  on the horizon. If they’ve never purchased something like this or never purchased it like you sell it, then it’s worth bringing up. Embrace it. Discuss it. You’re a leader. And leaders bring up problems that could come up on the mission.

What are some other ways you’ve challenged the status quo in your company – or in your field? Have you introduced new thinking that busts old myths? I hope so…and I’d like to hear about it.