Comments on: Beating your #1 Competitor – the Status Quo http://www.ianbrodie.com/selling/beating-your-1-competitor-the-status-quo/ More Clients in Less Time, Even if You Hate Selling Wed, 08 Feb 2012 13:26:29 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Sales Excellence » Do I really need a USP? http://www.ianbrodie.com/selling/beating-your-1-competitor-the-status-quo/comment-page-1/#comment-32 Sales Excellence » Do I really need a USP? Wed, 04 Jun 2008 22:40:29 +0000 http://www.lighthousebc.co.uk/blog/articles/beating-your-1-competitor-the-status-quo.html#comment-32 [...] I very rarely face direct competitors. My biggest competitor - as I pointed out in the post Beating Your #1 Competitor - is the status quo - the client doing nothing. And to beat that, I don’t need a USP. I need [...] [...] I very rarely face direct competitors. My biggest competitor – as I pointed out in the post Beating Your #1 Competitor – is the status quo – the client doing nothing. And to beat that, I don’t need a USP. I need [...]

]]> By: Steve Schiffman http://www.ianbrodie.com/selling/beating-your-1-competitor-the-status-quo/comment-page-1/#comment-31 Steve Schiffman Tue, 18 Mar 2008 10:43:12 +0000 http://www.lighthousebc.co.uk/blog/articles/beating-your-1-competitor-the-status-quo.html#comment-31 thanks for your support and understanding of what I write about. All of tis is appreciated. regards, steve thanks for your support and understanding of what I write about. All of tis is appreciated.

regards, steve

]]> By: Paul McCord http://www.ianbrodie.com/selling/beating-your-1-competitor-the-status-quo/comment-page-1/#comment-30 Paul McCord Fri, 22 Feb 2008 15:00:38 +0000 http://www.lighthousebc.co.uk/blog/articles/beating-your-1-competitor-the-status-quo.html#comment-30 Ian, Thank you for the kind words. You're right, of course. The single biggest reason people decide to do nothing is they don't understand or have discounted the cost of doing nothing. Unless we help them understand what 'doing nothing' costs in terms of time, money, prestige, or whatever, many will simply decide the cost of our product or service is more expensive than the solution is worth. Quantifying the cost of doing nothing will often turn the light bulb on for the prospect. They think of our product or service in quantifiable terms--money, but often don't think of their issues in quantifiable terms--whatever those terms are. It's our job to help them 'see' the problem in concrete terms. Paul Ian,

Thank you for the kind words.

You’re right, of course. The single biggest reason people decide to do nothing is they don’t understand or have discounted the cost of doing nothing. Unless we help them understand what ‘doing nothing’ costs in terms of time, money, prestige, or whatever, many will simply decide the cost of our product or service is more expensive than the solution is worth.

Quantifying the cost of doing nothing will often turn the light bulb on for the prospect. They think of our product or service in quantifiable terms–money, but often don’t think of their issues in quantifiable terms–whatever those terms are. It’s our job to help them ‘see’ the problem in concrete terms.

Paul

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