How to Overcome the Status Quo Bias in B2B Sales

Status quo bias is real. People tend to prefer things as they are—even when change is clearly better.

Your biggest competitor isn’t another vendor. It’s inertia.

To overcome it, highlight the cost of doing nothing. Don’t just sell the upside—show the downside of staying put.

Make switching feel safe. Reduce perceived risk. Offer clear onboarding, support, and guarantees.

Use urgency ethically. “Staying the same might cost you more than changing.”

Show them others have made the leap. Social proof reduces fear.

Most buyers aren’t waiting for perfection. They’re waiting for certainty.

Give them that. Show the path, make it easy, and help them believe change is worth it.