Momentum is defined as the tendency of a body to remain in motion. Inertia is the tendency of a body to oppose the change in its position.
In sales, momentum is expressed as the amount of desire to remain the same; inertia is the amount of energy required to make change happen (or the amount of resistance to change)!
Prospects suffering from momentum issues are likely to do nothing in response to exploring opportunities; prospects who fight change are suffering from inertia! The former is passive; the latter is active…
In either case, Discovery questions that examine an organization and individual’s cultural attributes can help determine the likelihood of an opportunity headed towards a “No Decision” outcome.
For example, “Burn Victims” (those prospects who have suffered from failed implementations or purchases that never yielded the expected ROI) are more likely to suffer from inertia issues. “We tried this before, and it didn’t work…!” They push back.
You can uncover “momentum” issues with questions like, “When was the last time your organization implemented a major new software tool?” A response such as, “Well, it has been over seven years since our last project…” would suggest that this prospect may be a “Victim of Momentum”!
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