Want to know the biggest thing that drains your resources from your business? When you are trying to sell your solution to a client and they just stick with the status quo. Sticking with the status quo is when your client reaches the conclusion that staying with what they were already doing (or doing nothing) is better than doing business with you. In today's episode, Ian discusses how to avoid selling to clients who aren’t deeply invested in solving their problems and focus on the clients who are committed and ready to make changes. Understanding these two concepts will allow you to not waste your time with clients who are not ready to make a decision. 

Quotes: 

“If your client or prospect can't convince you that their problems are worth solving…How much time should you spend trying to develop a solution to something that they don't think is worth solving? And the answer is zero.” 

“Ask yourself, have they convinced me that they have a problem that's worth solving? Had they convinced me that if they don't make this change, something bad is going to happen with them , that makes it worth going through the effort of making a change.”

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: 

Linkedin: https://www.linkedin.com/in/ianaltman/

Twitter: https://twitter.com/IanAltman

Website: www.samesidesellingacademy.com

Email : ian@ianaltman.com