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Title: Status Quo: Helping Buyers change
Review: Great book. Product Pitches, Value Propositions and Logical Arguments do not convince a Buyer in denial to change. In fact, the Buyer needs you to be wrong to protect the status quo and survive.We provide the Salesperson with the right message delivered through mini-stories to help the Buyer discover that the status quo is no longer acceptable. These stories work because they present a scenario that allows Buyers to develop awareness through their own sense of discovery. Buyers trust this discovery because they made it and they begin to trust the Story Seller for telling it. When the Buyer can picture the issues in the real world scenario, it helps them see how the results may apply to them and they start to make sense- they gain insight. Stories transport the Buyer from the role of critic into the role of participant.In short, Stories allow the Buyer to take your offering for a virtual mental test drive: Could you ask for more?at InsightDemand
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