Show the Cost of Doing Nothing
Practical ways to show the cost of doing nothing, helping people see that standing still has a price too.
Doing nothing is a decision. Make its cost visible.
10 tips that really help
These ideas come from Objections (Jeb Blount), Never Split the Difference (Chris Voss), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.
Doing nothing has a price
Delay can cost money, time and opportunity even when it feels safe.
Help them see it.
Ask what the problem costs now
Questions like what does this cost you each month? make loss visible.
Request a rough number.
Project the cost forward
Ask what it will cost in a year if nothing changes.
Use their figures.
Include missed opportunities
Things they cannot do because of the problem are costs too.
Ask what they are missing.
Mention risk gently
Possible failures or complaints add weight, so mention them calmly.
Be factual.
Let them do the maths
Their own calculation convinces more than yours.
Offer a calculator.
Compare with your price
Show how the cost of the solution compares to the cost of delay.
Put them side by side.
Avoid scare tactics
Respect and facts persuade better than fear.
Stay calm.
Ask what has been postponed already
Past delays show a pattern and its impact.
Listen to the story.
Offer a small first step
A low-risk start reduces the fear of change.
Suggest a pilot.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“What does the current way cost you each month?”
“Over a year, that is twelve times.”
“Our price is a fraction of that.”
“Does that match your view?”
“I may be wrong about your numbers.”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Ask for their current costs
Add them up
Compare gently
Check accuracy
Avoid exaggeration
Show the difference
Review
Further reading
- Objections (Jeb Blount)
- Never Split the Difference (Chris Voss)
- The Sandler Rules (David Mattson)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
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Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “Turn "No" Into "Not Yet"”
Keep going. Small steps every day make a big change.
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- An Objection Is Interest in Disguise
- The Four Real Reasons for Every Objection
- Stay Calm When They Push Back
- Do Not Argue, Do Not Defend
- Pause Before You Answer
- Know the Top Ten Objections Before You Hear Them
- Write Your Own Objection Playbook
- Too Expensive: What They Really Mean
- Compared to What?
- Show the Cost of Doing Nothing
- Break the Price Into Small Pieces
- Explain Value Before Price
- Handle "Your Competitor Is Cheaper"
- When to Say "We Are Not the Cheapest"
- I Need to Think About It
- It Is Not the Right Time
- Call Me Next Month
- Just Send Me Something
- I Need to Talk to My Partner
- Create Honest Reasons to Act Now
- Follow Up Without Nagging
- We Have Had a Bad Experience Before
- I Am Not Sure It Will Work for Us
- We Already Use Someone Else
- We Are Happy With What We Have
- Reduce Risk With Proof
- Offer a Trial, a Pilot or a Guarantee
- Let Customers Reassure Customers
- Feel, Felt, Found Done Right
- Acknowledge, Ask, Answer
- Use "Help Me Understand"
- Reframe the Concern Kindly
- Turn the Objection Into a Question
- Know When to Stay Silent
- Spot a Real No
- Leave the Door Open
- Ask What Would Change Their Mind
- Learn From Every Lost Deal
- Stay in Touch With Lost Leads
- Come Back Later With a Fresh Reason
