Sales is often looked at as a zero-sum game. Buyers either choose you, or they choose the competition. There’s no in-between.

But what a lot of newer reps don’t understand is that there’s actually a third option—the status quo. A buyer doesn’t have to make a purchase. Instead, they can just stick with what they’ve already got. And in fact, the overwhelming majority of deals are sunk not by prospects flocking to the other guys. But by prospects who decide, “Eh, we don’t need a new solution after all.”

It’s eliminating the status quo then—not the competition—that is often the barrier to beating quota. That’s why you’re going to learn how to destroy the status quo in this workshop.