Failing to Address the Cost of Inaction and Overcome Status Quo

In this episode, we're tackling a common mistake that too many reps make: failing to establish the cost of inaction.
Reps often get so focused on showcasing cool features-especially with AI-that they forget to tie it back to the actual problem the prospect or client is trying to solve. The result? Prospects stay stuck in their ways, opting for the status quo.
Here's where reps often go wrong:
They highlight flashy AI features but forget to connect it to the real problem.
They don't show how the prospect can achieve desired results.
They fail to explain why solving this problem now is crucial.
They don’t highlight the consequences of doing nothing.
The truth is, nobody cares about your AI functionality if it doesn't solve a problem that matters to them right now. If you're not able to demonstrate the true value of your solution, you’re at risk of losing the deal to inaction.
In this video, I exaggerate the delivery a bit, but the point remains clear: failing to establish urgency and the cost of doing nothing is a costly mistake.