Chapter 3

Why do urgent problems keep getting postponed?

Vấn đề nghe rất gấp sao khách cứ hoãn mãi?

The chapter's question

How much is this problem costing them?

Big idea

A problem without a number is a problem that will be postponed indefinitely.

In this chapter

  1. Part 3.1

    Counting With Them

    Which question helps the customer calculate the number themselves?

  2. Part 3.2

    Money, Time, or People

    What kind of consequence is it?

  3. Part 3.3

    The Cost of Doing Nothing

    What if nothing changes in six months?

  4. Part 3.4

    When the Number Is Small

    If the problem is too small, what do I do?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The First Conversation is free to read right here.

Read in Conan School

Chapters of The First Conversation

  1. 1.Must a good first meeting end in a sale?
  2. 2.Do buyers tell the truth about what they want?
  3. 3.Why do urgent problems keep getting postponed?
  4. 4.Is asking about budget early too pushy?
  5. 5.Is walking away early a loss?