Blue Pill Red Pill in the Needs Analysis

Your biggest competition in B2B sales can be what might be described as the comfort of the blue pill, as made famous in the Matrix series.

In the movie, a major character, Morpheus, describes the blue pill as waking up in bed without caring for your destiny. 

There’s a natural desire for prospects to want to believe things are good and have a preference for doing nothing. At least nothing in relation to your product or service.

The blue pill and red pill choice that Morpheus gives Neo in the Matrix comes into play in sales when you have insights. The red pill is one that may prompt the prospect to make changes in their status quo. It’s a choice the client must make for themselves, but your approach will have a great influence on that choice.