Key # 3

Keys to a Go-Ahead

3. Reiterate Your Value:

Provide ………………… support to justify the cost:

a. Time to help client organize their thoughts and feelings.
b. Repeat the Needs they recognized and the value of the Solutions offered.
c. Make them feel a sense of Urgency.
d. Revisit the Mutual Agenda. Name again the Benefits and Risk aversions.
e. Make them strongly feel their pains and hot buttons.
f. Make sure client understands the daily cost of NOT solving the problems.
g. When making a Proposal, do it in different ways:

  • The cost of fixing it NOW versus cost of NOT having Solutions in place.
  • The cost of fixing it in 1-6-12-18 months from NOW.

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