1,300% ROI (and they still said no)

"Our product will save your team 167 hours a year and it only costs $30,000. The ROI is guaranteed!"

Or: "We only get paid when you make/save money, the product pays for itself!"

You've said some version of this. And the deal still didn't move.

Underneath that pitch is a belief: if you can just prove to someone they'll get the ROI, they have to buy.

They don't. And leaning on the number cheats you out of the real work it takes to close a deal.

Here are three things to consider when you're trying to figure out what's holding somebody back from saying yes.

Is it a priority question?
→ There's more holding them back from the results they want than just time
→ They're not convinced the problem you solve is a top 3 priority

Is it a belief-in-your-product question?
→ They don't believe you
→ They believe it works, but not for them
→ They're paying for those employee hours anyway and can't shift the team to another project
→ The team doesn't want to use it

Do they have good alternatives you don't know about?
→ People in the buying circle helped build the solution they have now
→ The last thing they bought was wildly painful to implement and no one wants to go through that again
→ The rep from their current tool is offering them a worse version of your product for free to keep them

Each one needs a different conversation.

So the first thing to figure out is what decision they're making and what it's based on. Then what they believe. Then whether it's a belief you can change.

This week: pull your last 3 deals where you led with ROI and didn't close. For each one, write down what their decision was based on and which of the 3 it falls under. (Listen back to the call if you have the recording.)

Hit reply and tell me which one most of them landed in.