Here’s exactly why talking about ROI & COI is completely ruining your deals: When sellers bring up the ROI or COI of a deal, it’s to “convince” the buyer into believing that they should move away from the status quo, and instead mobilize to buy. However, the ultimate agenda behind these techniques isn’t to help the buyer, by way of helping them actually solve their problems. Rather, it’s to bend the buyer’s opinion, by either: ? doubling down on the “benefits” of changing. ? or driving up the fear of staying the same. All so that the buyer FEELS that they need to solve for it… instead of actually diagnosing whether they need to change in the first place. Buyers are becoming increasingly turned off by this behavior - ? Studies show that for 87% of deals lost to indecision, using status quo techniques such as ROI or COI selling actually DECREASES the chance of the deal closing. Which, statistically speaking, means that it’s better to not have had the seller involved, in the first place. What do YOU think about these techniques? Let us know in the comments ?
