Are you ready to go out there and crush the week ahead? I hope so, let’s do this together!
Last week I posted about adding a little UTC into your sales process (urgency, timelines and consequences) to help move deals forward.
Remember, adding timelines, urgency and consequences are not to ‘pressure’ people into a sale, they are there to help our clients make a decision so we can move forward or move on.
This week I wanted to talk about another 3 of my favorite letters….COI!
COI stands for ‘cost of inaction’. It applies to us and it applies our clients.
Cost of inaction is exactly what it sounds like, time goes by and no attention was given to either solve the problem or move towards a desired state.
The longer the problem persists, the more complex it becomes or the harder it is to solve.
Think about a dentist who finds a cavity with their patient. ...