In the Value Based Conversation, what are the negative aspects of the Before Scenario called?

In the context of the Value Based Conversation, the negative aspects of the Before Scenario are referred to as Negative Consequences. This term encapsulates the undesirable outcomes or impacts that may arise from not addressing a particular issue or adopting a new solution. By highlighting these Negative Consequences during discussions, sales professionals can effectively convey the urgency and importance of change to potential customers.

Focusing on these consequences helps to create a sense of urgency and illustrates the potential risks clients face if they maintain the status quo. This understanding is crucial for driving engagement and motivating clients to consider new solutions. By effectively communicating these Negative Consequences, sales professionals can lead the conversation towards more positive scenarios that showcase the benefits of their offerings.

Other terms, while related to risk and performance, do not specifically capture the essence of the negative outcomes resulting from existing challenges in a way that drives a conversation aimed at change.