What is System Justification?
The tendency to prefer current ideas and systems over adopting new ones.
“We’ve been doing it this way for 30 years. It works. Why fix something that’s not broken?”
Unless something is glaringly broken in a business system, people tend to try to maintain their predictability to avoid frustrations.
Even the healthiest of people go to the doctor for a check-up. Tried and true systems can be reliable but unless they are explored, opportunity costs could have a high impact on a business.
Accept and appreciate this bias as a natural disposition of a prospect. If you have examples of other clients who felt the same way, explain why they felt that way and how they ended up benefiting. If you don’t have use cases, try to identify what they love about their system, whether they ever tried anything new before, and ask to be walked through the process so you can build your pitch around what has the greatest impact.
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