If you get asked for ROI in the first sales call, your deal is likely doomed 🪦

Here’s a principle we can all agree on:

1️⃣ Sales is built on trust

Here’s a second principle:

2️⃣ Trust is built over time

If you’re consistently being asked about numerical ways to “prove” or “quantify” your value, this is likely an outpouring of a lack of trust.

…which means sharing stats and statistics likely won’t convince a potential buyer.

You need to convince them BEFORE they get on the call… which happens over time.

But what do you need to talk ABOUT to convince them?

(Hint: it’s not sharing ROI)

Assuming you’re actually solving a REAL problem, the convincing happens through your explanation of the HOW.

An example ⬇️

Imagine you’re having trouble sleeping and someone tells you:

“You should try daily ice baths.”

If you’re like me, thinking about submerging yourself in ice every single day sounds TERRIBLE.

And then the person says:

“Did you know that people who take ice baths get an average of 1 hour more of sleep per night?”

Would that stat convince you?

NOT LIKELY ❌

Immediately, you’d start thinking…

→ How would taking a bath in cold water affect my sleep in the first place? 🤔

→ Where did you hear that statistic? 🤔

→ Maybe those people are just more active and healthy and THAT’S why they sleep better? 🤔

→ This sounds like pseudoscience 🤔

No amount of ROI-related talk will convince you to fill your tub with ice and then get in.

But what MIGHT convince you is listening to an hour long podcast where Andrew Huberman shares what is happening at the biological level:

1️⃣ When you immerse yourself in cold water, it constricts blood vessels, which can help reduce swelling and inflammation in muscles and joints.

2️⃣ Cold exposure stimulates the release of certain growth factors and hormones, such as insulin-like growth factor-1 (IGF-1), which can aid in muscle repair and regeneration

3️⃣ Cold water immersion can cause narrowing of blood vessels followed by expansion of blood vessels when you warm up again, which promotes better blood circulation, potentially aiding in nutrient and oxygen delivery to tissues.

This might actually convince you (or at least it convinced the COUNTLESS people on TikTok who follow Andrew and believe in the science he shares).

What convinced them is not the ROI… it’s the HOW.

Obviously people CARE about ROI… but they can fill them in themselves!

Doctors don’t need to say:

“If I remove this tumor, your life is going to be better!”

People aren’t dumb! If they believe you can solve a HUGE problem for them, you don’t have to talk about ROI!