Cost of inaction

How it is used

Use to discuss the consequences of keeping the current situation, with buyer-validated assumptions.

Example sentences

1. The buyer estimated the cost of inaction from the overtime needed to correct manual errors.

   The calculation concerns the existing problem rather than the purchase price.

2. We revised the cost of inaction when the factory reduced its planned operating hours.

   The estimate changes when the buyer's operating assumptions change.

Common collocations

• estimate the cost of inaction
• quantify the cost of inaction

Related terms

• pain pointA specific problem or frustration that a customer has, which a product or service could solve.
• urgencyIn sales, a real reason for the customer to decide now rather than later, such as a price rise, a deadline or a problem that is getting worse.

More terms: Objections & Closing

• close
• objection
• trial close
• buying signal
• push back
• sign off
• objection handling
• closing technique
• no decision
• loss reason
• competitive displacement
• objection isolation