When prospects doubt your ROI claims, use their own numbers to build the business case instead of yours. Then show three scenarios: low, medium, and high outcomes. This makes the pitch credible enough for them to sell it internally.
Have you ever shared your ROI with a prospect and they've told you you're full of shit? Or if they didn't say it out loud, they were thinking it inside their heads and you get ghosted or don't close that deal. Then try these two little hacks that are going to change that for you completely. One, use your customer's number and their actual data. They won't work with you on that. They won't provide you that information. You never had a deal to begin with. And secondly, you have to provide multiple potential outcomes in your business case. Don't just show them the pie in the sky number. And you know, they start to thinking, oh, this guy's just selling me. If you show them 2 to 3 outcomes, low, high, and then a medium range, all of them provide a great ROI. Now the believability factor's gonna be significantly higher with your prospect. So if you do those 2 things, work with them together to build the business case and then provide a couple of options, a range of the potential outcome, they're going to have a lot more buy-in and confidence in the work that you've all done together. And they're gonna be more willing to take that and champion it internally. Most sales reps go for the big ROI and they don't get the deal done. So don't be like most sales reps. Be unique, be different, be successful.
