Fundamentally, most people don’t want to change.
Let me say that again: Generally speaking, people don’t want to change. Even if they don’t like their current state, they will preferentially stay with their current situation rather than take on the tasks above.
They would rather stay with “the hell that they know” rather than seek a solution. Oh, they’ll whine about their current condition; they’ll talk for hours about how much they don’t like it. But if the problem isn’t big enough or the solution isn’t sufficiently compelling, then most people will stay with what they have.
Want proof? In the world of software sales, one of the biggest “competitors” is No Decision, where the customer chooses to do nothing. On average, 43% of all forecasted opportunities end up as No Decision outcomes. Fascinatingly, some of the people who are most resistant to change are… wait for it… salespeople!
Why do No Decision results happen so frequently? Because making a business decision on a major software selection is expensive, as described in Parts 1 and 2, and it involves substantial risk as I’ll outline my next installment!
Resources:
Parts 1, 2, and 3
Uncovering Critical Business Issues – What, Why, and How
https://greatdemo.com/uncovering-critical-business-issues-what-why-and-how/
Why Buyers Have Lost Their Ability to Reach Decisions
https://now.iseeit.com/why-buyers-have-lost-the-ability-to-reach-decisions/
Doing Discovery
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
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