The Cost of Doing Nothing: How to Create Urgency in Every Deal
Building Your Sales Engine
Learn how to put a dollar amount on any sales problem -- the skill that justifies investments, creates urgency, and helps buyers sell internally.
Quantifying pain is one of the most powerful skills in sales, yet most sellers avoid the financial conversation entirely. In this episode, Mark McGraw and Josh Pitchford break down why putting a dollar amount on a problem changes everything -- from justifying the investment and creating urgency to empowering buyers to sell internally to decision makers.
Learn practical tactics for doing the math with prospects: stacking numbers to lead the witness, uncovering opportunity costs, calculating the cost of doing nothing, and using the value gap to multiply impact over time. The key insight? When they do the math, they're buying. When you do it, you're selling.
Host: Mark McGraw -- Building Your Sales Engine
Co-host: Josh Pitchford -- Building Your Sales Engine
In This Episode:
Why people pay attention when there's a number attached to a problem
How quantifying pain justifies investments, creates urgency, and accelerates decisions
The cost of doing nothing: what happens when buyers delay six months
Empowering buyers to sell internally with a financial business case
How to put a dollar amount on nebulous problems like bad service
Stacking numbers: giving prospects a multiple choice range to start the math
The value gap: where are you today vs. where do you want to be
Opportunity cost: where the real money is
When they do the math, they're buying -- when you do it, you're selling
Having business conversations vs. product conversations with decision makers
Links:
Sandler: https://www.Sandler.com
Episode page: https://www.BuildingYourSalesEngine.com/
Show links: https://linktr.ee/buildingyoursalesengine
Mark on LinkedIn: https://www.linkedin.com/in/markmcgraw/
Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/
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