Selling ROI

In many selling opportunities today your biggest competitor is not another company bidding on the same project. It’s the status quo. That’s why selling ROI is so important. A Sales Benchmark Index study found that 58% of sales opportunities end with no decision or a decision to do nothing. Why? Because the buyer does not see the value in making a change. 

Selling ROI is the answer. But it is also hard. You must know your products and pricing inside out and you really have to know your customer. That requires a lot of work, a lot more than showing a customer a price sheet or a slide deck. 

Selling ROI is the answer. But it is also hard. You must know your products and pricing inside out and you really have to know your customer. That requires a lot of work, a lot more than showing a customer a price sheet or a slide deck. 

Your customers will pay more (and act sooner) if you can demonstrate a powerful ROI story for you solution because they can quantify the value. If you can show them how much money they can save or how much revenue they can generate, they’ll understand the ROI and they will be more likely to buy.