The Futur with Chris Do
Selling the Cost of Doing Nothing w/ Charlotte Lloyd | Ep 458
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Show notes
Most sellers think they lose deals to a better competitor. Charlotte Lloyd says the real winner is usually no decision at all, and it happens because nobody ever priced out what staying the same costs. She and Chris get into the difference between ROI and COI, the cost of inaction, then run it live: Chris plays a small business owner leaking money on an unfilled $5,000 retreat, and Charlotte walks him from a vague complaint to an agreed $20,000 a month problem before she says a word about her offer. Chris pushes back on how long she takes to get there, and that disagreement is the sharpest part of the episode. If you keep getting ghosted after you send the proposal, this one's for you.
Timestamps:
(00:00) - Intro
(01:00) - You Are Losing to No Decision
(03:11) - The Garage Door He Never Fixed
(06:03) - ROI vs. COI
(07:57) - Role Play: Selling Chris Sales Training
(10:34) - Putting a Number on the Gap
(12:33) - $20K a Month, $240K a Year
(13:20) - The Offer She Recommends
(15:13) - What About Guarantees
(16:04) - De-risking Six Months to One
(17:03) - Why She Added a Refund
(20:07) - Why She Kept Repeating the Number
(21:32) - When Yes Means Stop Selling
(24:44) - Give Them Permission to Say No
Check out today's guest, Charlotte Lloyd:
Charlotte's LinkedIn: https://www.linkedin.com/in/charlottelloydsales/
Charlotte's Instagram: https://www.instagram.com/charlottelloydsales/
Charlotte's Website: https://www.thecharlottelloyd.com/
Check out The Futur:
Website: https://www.thefutur.com/
Courses: https://www.thefutur.com/shop
Linkedin: https://www.linkedin.com/company/the-futur/
Podcasts: https://thefutur.com/podcast
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X : https://x.com/thefuturishere
TikTok: https://www.tiktok.com/@thefuturishere
Youtube: https://www.youtube.com/thefuturishere
Check out Chris Do:
LinkedIn: https://www.linkedin.com/in/thechrisdo/
Facebook: https://www.facebook.com/BizOfDesign
Instagram: https://www.instagram.com/thechrisdo/
X: https://x.com/thechrisdo
TikTok: https://www.tiktok.com/@thechrisdo
Threads: https://www.threads.net/@thechrisdo
Behance: https://www.behance.net/chrisdo
Produced by UNFLTR
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