Quantify Cost of Inaction
Build a cost-of-inaction estimate from buyer pain using root-cause and value-fit questions.
The buyer feels pain but has not quantified the cost of staying the same. Pain -> root cause -> frequency -> unit cost -> decision implication The common trap is presenting a polished ROI number built from seller assumptions. Buyers may admire it and still not trust it enough to use internally. Pain Job: close monthly revenue reporting. Pain: manual reconciliation across CRM and billing exports. Start with the job and pain the buyer recognizes. Root cause Ask why reconciliation happens: account hierarchy changes are not synced before close. 5 Whys keeps the estimate tied to a fixable condition. Frequency…
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