ROI Skepticism Handling

When 5-8 prospects express ROI skepticism, diagnose concern: question value proposition, doubt claimed results, need proof for internal approval, burned by past vendor promises.

Use customer proof strategy: share specific customer examples with real numbers, show before/after metrics, provide references willing to discuss results.

Co-create ROI model: don't present generic calculator; work with prospect to input their specific numbers (current costs, volume, inefficiencies, time spent); calculate ROI using their data.

Use conservative assumptions: model worst-case scenario with modest adoption rates and conservative efficiency gains; show ROI even in pessimistic case.

Provide payback period focus: shift from multi-year ROI to time-to-payback; show 'How quickly will you recoup your investment?' (aim for <12 months).

Offer measurement framework: propose specific metrics to track post-purchase, define success criteria, agree on how ROI will be validated.

Track PostHog events: roi_skepticism_raised, customer_proof_shared, collaborative_model_created, conservative_assumptions_used, measurement_framework_agreed.

Set pass threshold: Handle ROI skepticism on ≥5 opportunities in 1 week with ≥60% accepting ROI proof and advancing to proposal.

Measure effectiveness: track ROI objection resolution rate, collaborative modeling acceptance, deals progressed with ROI agreement.

Document which ROI proof approaches work best; proceed to Baseline if threshold met.