What happens if we show them the opportunity cost and ask for the fuel and for some reason they say they have only started looking at other solutions so they might make a decision only in a months time. How do we prehandle such an objection in the discovery section. Also if the same objection came up towards the end of a call, that the prospect has to see what others offer, as well. Just to make sure what they are trying is the best fit for them. How do we handle it, or do we go the route to book a follow up call and get them later?

Hey Aaron, the fuel section in your discovery process is focused on getting why the prospect has to do something right now or what’s the fuel that’s driving them to action, right? So what if we receive an answer of oh it’s not urgent for me to fix this… or i don’t want to fix it now etc… such answers give a sense of no urgency to do something now. How do you tackle it… or should we talk the prospect out of it or do we play along the lines of “ohh if you have no reason to do it should we schedule another call when you’re ready to do something” or do we do something else of like fixing our marketing to get more warm people that are prequalified before hoping a sales call. PS: we set our sales calls directly from cold dms onto zooms(no sets in between) @Aaron Brewer