My Proven Framework To Overcome Your #1 Deal Killer | Will Barron - 1839
The Sales Evangelist
Overcoming the Status Quo in B2B Sales
This chapter explores the psychological barriers that keep potential buyers anchored to the status quo, hindering sales progress. Through relatable examples and anecdotes, it highlights the challenges salespeople face in motivating clients to embrace change despite the benefits.
What in the world is the status quo? How is it able to keep you from closing deals?
My guest, Will Barron, founder of Selling Made Simple and the Salesman Podcast, is here to reveal the number one deal killer. Tune in to learn more about the status quo, Will’s experience with it, and how he was able to overcome this sales challenge.
Introducing Will Barron
- Will Barron, the mastermind behind Selling Made Simple and the Salesman Podcast, brings a wealth of experience and expertise in B2B sales. He specializes in helping salespeople close more deals in a simplified manner.
- Will’s strategies revolve around understanding the root causes of sales stagnation and turning them into actionable steps.
What is the Status Quo?
- You know that feeling where you won’t do anything unless there’s a massive reward at the end? It kind of stalls your motivation to get things done. This feeling illustrates the concept of the status quo.
- Many salespeople face situations where deals stall and ultimately fall off the pipeline, not due to competition or pricing, but simply because of inertia.
- There are psychological and business factors contributing to the status quo. Often, it’s not about the product or the competitor, but more about the inherent resistance to change.
Engaging with Decision Makers
- Often, you may find yourself speaking to individuals who lack the authority to move deals forward. You want to communicate with the decision-makers to close deals.
- Will provides practical advice on identifying and engaging those with the actual power to affect change.
DIY Objection & Simplification
- Without realizing it, you may be oversimplifying or overcomplicating the sales process, making prospects believe they don’t need external help.
- Will explains the DIY (Do-It-Yourself) objection, where prospects feel they can implement solutions on their own.
- He also shares how to keep prospects in the “Goldilocks zone,” where they see the value in seeking professional help for their problem.
“If you’re selling complex products to sophisticated buyers, where there are real financial concerns and businesses on the line, you need to guide them through their buying journey. You need to help them make decisions and move forward.” - Will Barron.
Resources
Sponsorship Offers
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Mentioned in this episode:
HubSpot and bluëmago | STUDIOS
HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com
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