Knowing the difference will have impact your deals by 84%.
True story…
Status quo for me was that I would record my audiobook, using my voice. It just made sense – only I truly understand the nuance of the points I want to get across.
Reality:
- I have no time to do it
- I don’t know how to do it
- I have no experience doing it
But other people do – I found a service who takes care of all this.
My status quo was broken.
However, I’m still indecisive…
- Will it sound right?
- Will they hit the nuance?
- Will they make it conversational?
- Maybe I should just figure it out and do it myself – but when?
So, yes, status quo was broken, but indecision took its place.
The narrator overcame this indecision by:
- Providing examples of his work
- Providing a 15-minute preview of him reading my book
- Was open to coaching and adjusted his style to reflect my style
- Offered to provide edits after the fact so I feel good about all parts of the audiobook
Indecision overcome. Deal won.
Status quo and indecision are different. Knowing the difference matters. If you dial up status quo arguments when someone is indecisive, you’ll hurt your deals.
How much?
84% crash and burn.
Imagine if the narrator kept hammering away at my time, tech and experience constraints…?
I would have done nothing – indecision.
Grateful to Matt Dixon and Ted McKenna for these insights from their research published in The Jolt Effect. Highly recommend.
PS: Once you see the difference between status quo & indecision – it’s impossible not to see
I hope this helps!