Celeste Berke Knisely

Only 5% of buyers said ROI was the reason they purchased.
Yet most sales leaders still tell their teams to sell it (because most likely as a sales leader, you are still asking about ROI when you make your own purchases).
Here’s the problem: ROI isn’t urgency. It isn’t a case. It’s a stall.
When your team skips the actual problems and leads with future-state promises, they’re not building deals. They’re building ghosting, long sales cycles, and hope.

We all know the call.

“We’re reaching out about your car’s extended warranty…”

Eye roll and Click.

Nobody wants the car’s extended warranty. It’s not because they love to pay repair bills and roll the dice on if a car will ever breakdown, but because the way it’s sold is awful and doesn’t make you think at all about the risk. Here’s how your team can change how they approach discovery to avoid the eye roll and click.