Status Quo Bias
Channel: Michael David Harris
Date: 24/09/2015

Gartner lists Planon as one of the top three companies, yet neither Planon nor their competitors are getting a third of the business.  It’s more like 10-15%, because Planon’s biggest competitor isn’t another company—it’s the status quo. Customers don’t buy like they should, because the status quo and optimism bias blocks customers from making the rational decision to buy their product.            
In the Insight Selling workshop, Planon discovered how to counteract these negative biases by performing a reality check on the customer’s baseline and completing a risk assessment of the status quo. As Planon is able to increase the before and after picture of owning their product with insight based customer scenarios, they will increase the value of their product and thereby reduce the number of deals lost to no decision.