Demonstrate potential return on investment
Posted: Tue Dec 17, 2024 6:47 am
“But when we took a full look at the amount of money that was spent on fixing errors that were mostly due to manual curriculum planning and inefficient classroom assignments, they were excited to give our platform a try.
«Shawna told me that they were surprised by how smooth and easy the implementation process was, in large part because our support and customer success teams are very active in guiding the implementation process. And about a month after they were fully operational, Emma emailed me and said, “Where have you been all my life? I wish we had found you sooner.”
Since starting with us nine months ago, the school has software managers email lists already improved average title speed by 20%. They expect to save $25,000 by streamlining curriculum scheduling this year alone, and they haven’t received a single complaint from faculty about classroom scheduling.”
You need to paint a clear, persuasive, and credible picture of the results a purchase will produce by engaging with potential customers. If you sell expensive software with a traditionally long implementation period, be sure to convey the great benefits of making that kind of investment of time and capital.
Case studies, data from your customer base, and your own estimates based on information your prospect gives you can help you paint a more vivid picture than simply saying something like, “This is worth it because it will save you time.”
It’s also helpful to connect current customers with your prospective customers to get a clear opinion of your product or service. Positive reviews from an engaged customer base have been shown to have a significant influence on the decision-making of new prospects – in fact, a recent study by BrightLocal showed that positive reviews make 73% of consumers trust local businesses more.
Sales skills exercises
Sales skills exercises include a variety of games, activities, and training methods that can help reps reinforce the strongest elements of their sales acumen and develop those that need some work.
Some notable and attractive examples include:
Sell Me This Pen – This famous (or infamous) exercise involves reps trying to sell to a coach, acting as a prospect, an obscure object. The point is to tease out a need for that “prospect” before providing a solution. It helps reps learn how to convey ROI and can potentially improve their storytelling skills.
Match Game – If your company sells multiple products or services, make a list of the main ones. Then, write down quick scenarios in which a potential customer would benefit from each one. Mix up both lists and have salespeople match the problem to the solution. This helps reps develop product knowledge and understand how to put together an effective value proposition.
What is…?: This game works particularly well for newer reps. Once they’ve been onboarded, let them know that the rest of the company might randomly approach them and ask what their company, product, or service does. When asked, reps should provide a clear, concise, and compelling answer that addresses the question and conveys value. This can help them build product knowledge and demonstrate ROI.
«Shawna told me that they were surprised by how smooth and easy the implementation process was, in large part because our support and customer success teams are very active in guiding the implementation process. And about a month after they were fully operational, Emma emailed me and said, “Where have you been all my life? I wish we had found you sooner.”
Since starting with us nine months ago, the school has software managers email lists already improved average title speed by 20%. They expect to save $25,000 by streamlining curriculum scheduling this year alone, and they haven’t received a single complaint from faculty about classroom scheduling.”
You need to paint a clear, persuasive, and credible picture of the results a purchase will produce by engaging with potential customers. If you sell expensive software with a traditionally long implementation period, be sure to convey the great benefits of making that kind of investment of time and capital.
Case studies, data from your customer base, and your own estimates based on information your prospect gives you can help you paint a more vivid picture than simply saying something like, “This is worth it because it will save you time.”
It’s also helpful to connect current customers with your prospective customers to get a clear opinion of your product or service. Positive reviews from an engaged customer base have been shown to have a significant influence on the decision-making of new prospects – in fact, a recent study by BrightLocal showed that positive reviews make 73% of consumers trust local businesses more.
Sales skills exercises
Sales skills exercises include a variety of games, activities, and training methods that can help reps reinforce the strongest elements of their sales acumen and develop those that need some work.
Some notable and attractive examples include:
Sell Me This Pen – This famous (or infamous) exercise involves reps trying to sell to a coach, acting as a prospect, an obscure object. The point is to tease out a need for that “prospect” before providing a solution. It helps reps learn how to convey ROI and can potentially improve their storytelling skills.
Match Game – If your company sells multiple products or services, make a list of the main ones. Then, write down quick scenarios in which a potential customer would benefit from each one. Mix up both lists and have salespeople match the problem to the solution. This helps reps develop product knowledge and understand how to put together an effective value proposition.
What is…?: This game works particularly well for newer reps. Once they’ve been onboarded, let them know that the rest of the company might randomly approach them and ask what their company, product, or service does. When asked, reps should provide a clear, concise, and compelling answer that addresses the question and conveys value. This can help them build product knowledge and demonstrate ROI.