now what that means is that for sales people you've got to have us beat the status quo Playbook because if you don't convince the customer to change then they're not buying anything right you're not collecting 200 bucks you're not passing go you indecision is the least of your problems in that world so you got to do that but once we've done that we've got to shift gears into from beating the status quo to overcoming indecision we need two playbooks in sale in the difference between those two is this beating the status quo is all about
showing the customer uh or dialing up the fear of uh not purchase here's what you stand to lose by doing nothing here's the cost of your inaction but overcoming indecision is totally different it's about dialing down the fear of purchasing how do we make it you instill for you the confidence and the self-efficacy that you feel like you can do this I made a great choice I don't need to read any more content I'm in the hands of a subject matter expert this great sales person who's going to guide me to the right outcome and
I feel like I'm not doing this alone you guys got my back I feel like I'm not going to look like a fool I'm gonna look like a hero foreign [Music]
