Handle pressure for a quick ROI estimate without overstating certainty.
The buyer needs speed, but the current-state baseline and adoption assumptions are only partially verified. What is the strongest move? Give the highest plausible ROI number now so the CFO sees enough upside to keep the deal moving. Wrong. This creates false confidence and raises the risk that the business case collapses under basic finance scrutiny. Value-selling depends on credibility, not maximum optimism. Refuse to produce any number until every baseline input is perfect, even if the buying window closes first. Too absolute. Rigor matters, but deals often require directional decisions before every data point is final. Good sellers can…
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