One of the biggest challenges that salespeople face almost daily is the unwillingness of clients to challenge the status quo, to leave their current system and to venture into new territory. It's human nature to prefer the current system that they're used to over changes, even though this system isn't beneficial. This is why you must think about what you, as the salesperson, must do during the meeting with the client so that the prospect is willing to give up the status quo and be open to your offer.
