Focus on Problems NOT Solutions. The Critical Difference Between COI and ROI in Sales.

In this insightful episode of "Rethink the Way You Sell," host Jeff Bajorek explores the delicate dance between cost of inaction (COI) and return on investment (ROI) in the sales process. Jeff breaks down the critical role emotions play in decision-making, discussing how a balance of COI and ROI can make or break the interest of a prospect. With a nod to the exchanges with thought leader Maria Bras, this conversation unravels the common mistakes that can stall progress and kill deals, emphasizing the necessity of evoking the right mix of emotional triggers to drive a sale forward.

Links mentioned in the show:

https://www.linkedin.com/in/mariabross/

https://www.jeffbajorek.com/posts/the-important-difference-between-roi-and-coinbsp

Building on the idea that purchases are made emotionally first and justified logically after, Jeff outlines the importance of creating a nuanced approach to sales tension. He advises against the excessive emphasis on pain points, advocating instead for a balanced approach that interweaves the negative with the potential positive outcomes. This episode promises to reshape your understanding of the sales narrative, offering actionable insights into how sales professionals can craft more compelling, balanced arguments that resonate on an emotional level and lead to successful conversions. Plus, stay tuned for an exciting preview of an upcoming interview with sales guru Jeffrey Gitomer, which promises to offer even more transformative sales strategies.