Day 227: A buyer leans back after the demo and says, “We already have a…

💡 Tip — Day 227

A buyer leans back after the demo and says, “We already have a system for this. Switching would be painful.” The room goes quiet while the familiar option starts to feel safer than the promised upside. Set a threshold for change: “Keeping [current approach] may be the right call. What result would make switching worth the disruption?” This lowers defensiveness and reveals the outcome large enough to justify action. If no result clears that bar, the deal may not be qualified. 🎯 Try this today: Pick one active deal, fill in the bracket, and paste the question into your next-call notes.