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, because it’s not nice, but well there isn’t.
If you’re offended then hopefully you’ll think about working differently. 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.
Those warm prospects.
The incoming calls and the warm word of mouth referrals because unless you flex your Sales ROI muscle, you’ll convert fewer than you should/could.
Even worse, your sales cycle will be longer than it needs to be, therefore 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.
Those buyers, they respected the value I bought to the table and I understood what they needed. Happy days.
Sales ROI and Risk
All I needed to do was to realistically prove that by buying my service/product they would GAIN GREATER RETURNS than whatever money they would ever spend with me.
The faster I got that PROOF out the way, the faster the close came because in many instances, prospects aren’t as worried about the cost of the purchase as they are about the risks involved in the purchase.
And guess what? As an added bonus, hardly anyone queried my prices because they didn’t need to any more, because they knew they were going to win, because I’d proved that too them before I asked for their business.
Sales ROI can do that because that’s what it’s designed to do.
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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