If You’re Not Using Sales ROI….
When Sales ROI is such a powerful sales tool…then you are a fool! I wish there was an easier way to say this, but well there isn’t and if you’re offended then great. Hopefully you’ll be offended enough to do something about it.
If not, well…
What is Sales ROI?
Great question. Forget about all the hot leads you wish for, the warm prospects, the incoming calls and the warm word of mouth referrals – unless you flex your Sales ROI muscle, you’ll convert fewer than you should/could, you’re sales cycle will be longer than it needs to be, your margin will most definitely be lower than it should be AND you’ll waste so much time, forget about reaching sales targets early, if at all.
Get used to the month end stress of shredding your sales pipeline just to get a zero margin deal in before month end!
Selling £1 Notes For 10 Pence
When I first started in sales, I quickly found out that some people just don’t want what you’re selling, on that day, in that way, in that colour, with those terms blah, blah, blah…you know that type of buyer.
Those prospects who wouldn’t consider buying a £1 note for 10 pence an ok deal…you notice I said ok and not great.
So, I decided I wanted to avoid those sales prospects as often as I could.
I wanted to find serious prospects ASAP, because those guys I could convert, fast, with a high margin and with a total win-win solution…they respected the value I bought to the table and I understood what they needed…happy days.
All I needed to do was to realistically prove that buy buying my service/product they would earn more money than they would ever spend with me.
The faster I got that sum out the way, the faster the close.
And guess what…as an added bonus, hardly anyone queried my prices.
Sales ROI can do that.
56% of buyers claim that one of their key requirements for buying is that they enjoy the sales process.
Sales ROI ticks that box too…it’s the easiest and fastest way to engage the buyer in the process.
It ticks the logical box, it gives evidence to support their emotional decisions.
Why wouldn’t the buy?
You know, that is EXACTLY what my buyers used to say too!
Why Doesn’t Every Sales Person Use Sales ROI?
I’ve seen lots of sales people simply not be able to get their head around doing it…primarily I think because they don’t like talking about money (don’t ask)
Other sales people, well, they’ve told me they like selling how they are selling and that’s good enough for them. Good enough is such an interesting turn of phrase don’t you think…I guess their salary is good enough too, and they life, and their car, and their house…just good enough…
But let me tell you this.
The sales professionals that get it, try it, adopt the Sales ROI sales structure as their own, those guys that have some fun with it, that use it to reduce buyer defenses and so get rid of objections and boring and long sales processes, well those guys just never look back…AND their customers love them.
Discover Your Sales ROI
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