Focuses on a business objective that is measured: You'll get their attention when you focus on a metric that impacts their performance. Disrupts status quo: The status quo is powerful. People abhor change and will only move from the status quo when they feel they can significantly improve their current situation—increase sales, reduce costs, improve efficiency, reduce stress, and so on. Offers proof or evidence: When you can provide information about how much you have helped prospects in similar situations, you gain instant credibility.
