Quantify the Gap in a No-Decision Deal
Calculate a simple current-state to future-state gap for a stalled opportunity.
Sam's buyer complains about customer escalations but has not committed to action. The current state needs to become measurable. Gap Selling: current state cost -> future state value -> reason to change The common trap is accepting emotional pain words like 'headache' or 'frustrating' without asking how often it happens, who absorbs it, and what it costs. Frequency Ask for the count: 22 escalations per month. Frequency turns anecdote into a repeatable operating issue. Time cost Estimate effort: 90 minutes per escalation across CSM and support = 33 hours/month. Time is often the easiest first cost to verify because managers…
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