How to Quantify the Buyer's Problem Using an ROI Tool

Ah, the good, old days; the days when you could approach a prospect with a list of all the great features your solution had. Maybe you added a little about the benefit of each feature.

The economy was good and had been good for a while; it wasn’t hard to get a signature on a purchase contract without having to do anything more than make it sound like it saved effort or increased throughput. 

Suddenly, the economy went south for an extended stay and businesses became frugal. It wasn’t enough to show how fast an employee could perform a process with your solution; you had to find a way to convince your prospect that your solution would be worth the amount you were charging.

10 Amazing Benefits of Value Calculators

Nothing is more convincing than demonstrating red ink on your buyer’s bottom line.

Business owners pay close attention to tools and reports that show what is causing those negative numbers. A Value Calculator is a highly effective tool for displaying all of that red and identifying that it’s caused by a problem your product or service can solve.

A Value Calculator is a low pressure but highly effective tool to convert and nurture leads while helping you put together a highly targeted campaign to win the buyer’s business.

Here are the amazing benefits it provides and how it can qualify leads while building trust.

What to Do with Prospects Only Interested in Price Discounting

Discounting the price of your product or service may seem like a fast and easy way to close a deal, but in the long run, you will literally be selling your company short.

It’s easy enough to see how price discounting can get started:

  • It’s the end of the quarter and the sales team needs to meet their goals.
  • The economy within the industry is trending downward, and sales have been sluggish for too long.
  • There is a component of your sales rep’s compensation that inadvertently rewards discounting.
  • Your competitor is offering discounts, and you think you need to match prices to keep your customers. 

How to Deal with Prospects Who Only Focus On Price

Most of your prospects will focus on price once they think they have found a product or service that will meet their needs.

It’s normal to want to know how much something will cost. However, it’s best to avoid responding directly to this question until you have established the problem and the value of solving that problem.

15 Perks of Assessment Tools

Someone performs a search using keywords that lead them to your website. Maybe the prospect scans the page, clicks on a couple of products or services, and then leaves without giving you any information.

Or maybe the prospect fills out a form, but when you make contact, you learn early in the first conversation that the prospect doesn’t know your company or your solution isn't appropriate.

What if you had an easy way to get those same prospects to stay on your site longer while learning more about their problem? 

How a Portfolio Tool Fuels Account Based Sales & Marketing

If you are a value seller with more than one product or service to offer your prospects, you are calculating an ROI for each offering as a stand-alone. What if you were able to aggregate the ROI calculations into a package that shows the total impact of your products on the prospect’s business?

How to Price Your Solution Using Value Pricing

Figuring out what to charge for your product may seem as simple as adding up what it costs to make plus a percentage you call profit. Unfortunately, this “Markup” or “Cost-Plus Pricing,” method is commonly used in all industries.

If this is how you price your offerings, you could be leaving a significant amount of money on the table and hindering your future growth. Although things like market share, large margin above costs, or to follow the price set by your competitors are all factors to be considered in your pricing, they are not the ultimate goal.

How to Sell to B2B Decision Makers

B2B sales typically have long marketing and sales cycles due to the nature of the offering. Today’s buyers will put off talking to a sales representative as long as possible before finally committing to a first meeting.

You need to prepare for that first meeting before a potential customer ever asks for one. That meeting is unlikely to include the final decision makers but use it to lay the groundwork for the sale as though it did.

4 Things that Make You Look Bad to Prospects

Today is the day you have your big meeting with a new prospect. You have your slide deck on your tablet, and you are all set, right?

Before you go to your meeting, you need to know about four things that make you look bad to prospects. After all, the last thing you want is to look unprofessional and not very bright. 

How to Make Complex Sales Easier with the Right Selling Tools

Overcoming buyer objections is an essential selling skill that takes time and experience to acquire. This is particularly true for sales teams with a long and complex sales cycle.

There are a few things you need to learn to help you overcome objections and streamline the sales process. 

First, you must find ways to make labor savings, one of the most common promises of new products and services, believable. You must also control the conversation so you can prevent objections in the first place. Last but not least, you must learn the language of the CFO so you can persuade the financial team and upper management that what you are selling is worth allocating the money for now rather than later (or never).