Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Overcome the Prospect's Status Quo Bias
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle one of the toughest obstacles in B2B sales: the prospect's deep-seated preference for doing nothing. They break down status quo bias using a real example from a $3 million enterprise software deal, explain why traditional value propositions often backfire, and share a three-step technique called 'loss framing' that turns inertia into urgency. Lucas draws on research by behavioral economist Richard Thaler, and Luna offers a practical scripting approach for sales calls. If you've ever had a deal stall…
The skinny
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