Turn cost of delay into legitimate urgency and a concrete close plan.
Cost-of-Delay Close Plan Quantify current pain Use buyer-owned numbers. Calculate waiting cost Multiply by realistic delay. Map approval dates Translate urgency into milestones. Step 1: Quantify current pain The buyer estimates 45 support hours per month spent on manual escalations. Step 2: Calculate the delay Waiting one quarter before approval plus six-week implementation means roughly 135 hours before improvement even starts. Step 3: Tie to buyer event The support leader has a board metric on customer response time, so delay affects a visible commitment. Step 4: Trial-close the MAP Ask whether a July finance review is worth scheduling to avoid…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in