You believe in what you’re selling. You know you’ve got a great product. You’ve seen clients get results time and time again. So wouldn’t it be nice if prospects would just take your word for it?
It would, but they won’t. Your buyers have to justify every dollar they spend, which means you have to prove that your solution is worth their investment.
In fact, 90 percent of corporations require quantifiable proof of bottom-line benefits on most projects, according to an IDC survey of B2B buyers. And they expect you to do the ROI legwork. Eighty-one percent of buyers expect vendors to quantify the business value of proposed solutions before they’ll sign on any dotted lines.
Check out the latest from No More Cold Calling to discover how to properly use ROI in your sales process:
Without ROI, Your Sale is DOA
Far too many salespeople still talk about benefits in terms of bells and whistles. You may have the coolest product on the market, but if you can’t justify ROI for your solution, sophisticated buyers won’t care one bit about your innovative functionality and exciting new features. For salespeople, the bar has been raised. You must become at least as sophisticated as your clients. (Read “Without ROI, Your Sale is DOA.”)
How to Begin the ROI Conversation
Welcome to the new world of sales. Now more than ever, your customers expect major bang for their buck. They want to know up front whether investments will pay for themselves in terms of increased revenue, profits, employee loyalty, or customer loyalty. So if you can’t prove your product gets results, you won’t get the sale. (Read “How to Begin the ROI Conversation.”)
The ROI of ROI
Much has been written lately about how ROI is dead, how no one believes ROI results, and blah blah blah. This rubbish comes from people looking for headlines or who really don’t understand the concept of client relationships and how sales tools can help identify issues and monetize value. Guest blogger Michael Nick explains where (and how) to use ROI in your sales process. (Read “The ROI of ROI.”)