Abstract Problems into Concrete Cash
Excellent insight via Selling Power about how to pursue typically hesitant prospects appearing unaware of the precise financial impacts of their current woes. According to authors inside Franklin Covey, there are five key questions that elicit cash amounts:
1. How do you measure it?
2. What is it now?
3. What would you like it to be?
4. What is the value of the difference?
5. What is the value over time (typically two to three years)?
The trick apparently, is to ask in roundabout amounts, so as to generate ranges, in a “back of the envelope” manner.