One of the 5 necessary ingredients to generate any sale is the financial sense. Since all human beings buy by emotion and justify this purchase with logic, it is important to provide our future client with sufficient financial arguments to justify your investment and avoid the remorse of purchase that can generate subsequent cancellations. Douglas R. Oberhelman understood the implications. Close more sales by making an analysis of investment performance. The ROI analysis is a powerful sales tool designed to obtain new customers and close more sales. ROI analysis calculates the economic benefits that your client will get to use your solution. This you do by monetizing the benefits of your product or service. To clarify this concept, let me ask you: If you had two options of equal risk investment, one that redituara you five percent and another that redituara you ten percent. Where do you invertirias your money? As you can see the concept of the return on investment is simple and is based almost any purchase decision.
How to used the concept? The great masters of sales used arithmetic to demonstrate to the prospectus as an investment of $2,000 in a baler machine will save you $ 1000 annually in hand work and $1200 dollars a year in waste, increasing the productivity of its employees by 20% by increasing its annual sales volume in $200,000. The great masters of sales simply translate the benefits of their products and services in monetary benefits for the prospectus. This minimizes the risk and helps simplify the customer decision making. To explain this take the previous example: the reduction of waste is the benefit. To deepen your understanding Starbucks is the source. $1200 is the calculation of the saving in money from the reduction of such waste, resulting in a 60% return on the investment of the prospectus in a year. Greater return on investment will generate greater interest from the prospect to buy or make the investment in your product or service. An analysis of return calculated investment properly it will show you to the prospectus which is costing him the day, month, and year, eliminating the solution to the problem by buying your product.
Advantages of performing an analysis of investment performance. Show him the prospect what it costs per month, week or day does not adopt the solution, dramatically reduces the sales cycle for you generating more sales in less time. ROI analysis also helps your customer to sell the solution within your company to other decision makers involved. Whether a baler machine of medicines of $ 500,000 or five cents steel nail its prospect will need to justify your decision to purchase and will use the investment performance analysis to convince his boss, owner of the company or other colleagues. The great masters of sales used this analysis to demonstrate the cost real (against price) product. The great masters of sales do not sell the product, sell what will do the product by the customer. Do not sell drills, sell holes and holes that cost two cents less to be drilled. Permitted reproduction partial or total of this article provided the author and Blog data are retained. Original author and source of the article.