Acquiring new business and expanding existing relationships are not the same selling process. A new skills training program presented by Tony Robbins applies decision making science to help you be more situationally relevant.
While challenging a prospect’s status quo bias may be essential when trying to displace an incumbent competitor, it can have the exact opposite effect in crucial conversations with existing customers.
In fact, research we have conducted with professors at the Stanford Graduate School of Business and Warwick Business School shows that you will decrease the likelihood of renewals, lower customer acceptance of price increases, and reduce your chances for an upsell if you use popular disruptive selling approaches.
Turns out, status quo bias is fundamentally critical knowledge for marketing and salespeople, because much of their success is predicated on either being able to help people see the need to change in customer acquisition or helping them see the need to stay in customer retention – and do more with you in customer expansion.
When the Status Quo Is Your Enemy
When you are the insurgent looking to steal some market share, your messaging and presentations must deliberately defeat these four causes of status quo bias:
When the Status Quo Is Your Friend
When you are the incumbent looking to keep your best customers, get them to pay more, and sell them add-ons, you must deliberately defend these four causes:
New Science-backed Sales Skills Training Presented by Tony Robbins
The ability to articulate value and be situationally relevant is what separates successful sales teams from those who don’t hit their growth targets. Recently, Tony Robbins (the world’s leading personal and business development coach) partnered with Corporate Visions (the top sales story and skills training company) to offer a new science-backed sales skills program.
Corporate Visions Sales Mastery™, presented by Tony Robbins, is a comprehensive value selling skills program rooted in human decision-making psychology that helps you master the invisible forces that shape choices. Knowing how to defeat (or defend) status quo bias is just one of more than 30 concepts offered in this online training, practice, and coaching system available at www.cvsalesmastery.com.
“My goal was to provide a way for anyone who needs to up their game in the area of sales and customer conversations to have access to the kind of training that is typically reserved for the most professional sales forces at the biggest enterprises,” said Tony Robbins.
“We’re packaging it and pricing it in a way that brings these powerful concepts to a much wider audience who will benefit immediately from more pipeline, more closed deals, and more profitable customers.”
Tim Riesterer is the Chief Strategy Officer at Corporate Visions.
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