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In selling, most people focus on ROI (Return on Investment), assessing the money, time, features, and services they will receive. However, the speaker suggests a different approach for high-ticket sales: COI (Cost of Inaction). Instead of emphasizing ROI, sellers should consider what it costs prospects not to make a purchase or engage with them. This approach encourages sellers to evaluate and communicate the consequences of inaction to their prospects. For instance, in fitness, sellers should highlight the cost of remaining in poor health, while in business, they should outline the potential losses from inaction. This method shifts the perspective from immediate investment to the long-term implications of not acting.
