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The Sales Buzz Issue 231 -ROI Sales Techniques – Your products appear free
June 09, 2014

ROI Sales Techniques – Your Products Appear Free

ROI sales techniques are a way of selling your products and services by showing your customers how they can buy them for free, and that will close sales.

ROI, Return on Investment, is what a customer gets back in return for what they pay to buy your products or services.

Now some products and services have obvious returns on investment, and if you sell them you don’t need any sales training to make the ROI sales techniques part of your selling pitch.

But what about the other products, the products that you sell that don’t have an obvious return investment, with a little bit of sales training you can use the ROI techniques to close more sales.

By showing your customers that the products pay for themselves, or even better that they are an investment rather than a cost to the buyer, you have something new and effective to add to your selling pitch.

And that gives you an additional selling skill that shows prospects how your product pays for itself, becomes an investment, or makes money for the buyer. And that helps you to close more sales, earn more money, or grow your business.

Using the ROI Techniques

The ROI sales techniques help you to present the financial positives of buying your products or services. You will bring in the idea of a common reference point of money and what your product is worth, and what the value is to the customer.

By comparing the value that your product can offer with the buyer’s current costs you can show the financial benefits. This makes closing the sale really easy.

When you show what the prospect can save, or gain, you avoid those difficult sales objections based on price or costs:

‘I can’t afford it’, becomes, ‘You are going to save ..$$$.. and that makes objection handling so much easier.

That’s just the beginning, the more you get into the workings of this sales training the more ways you will find to use it.

How the ROI Sales Technique Works

Your product has benefits for the buyer. The sales skill you need to use is to put those benefits into financial terms so you can show the value of what you can offer. By presenting the financial value of your sales proposal you can show how it is actually free, or that it can make money for the prospect and become an investment.

Here are some examples from sales professionals I have worked with:

Direct Sales of Central Heating Systems

The increased efficiency compared to a prospect’s old system will reduce monthly heating bills. If this saving can be calculated, and put into financial quantifiable terms, the direct sales person can show how the new system will pay for itself over time and then make money going forward.

B2B Sales of Manufacturing Equipment

The machine had features that gave the benefit of less staff to operate while giving the same output of products processed. The machine was a large investment but again the conversion of staff hours into a quantifiable financial term show how the machine would pay for itself with lower operating costs.

Direct Sales of Home improvement Work

With all home improvement work a big benefit that gives the home owner a financial return is the increase in value of their property. Whether this is collected by selling the property, using it for collateral, or as a benefit to their children in years to come, the additional value that your sales proposal is adding will one day be collected.

This sales technique can be used for any home improvement sale and presented as an investment rather than a cost.

Selling Green Products

It’s strange that the sales of environmentally friendly green energy products do not yet appear to have realised the value of this selling skill. I have been approached by several companies, and read a lot of sales literature, and they present savings on fuel bills as the main benefit.

Because the costs of these installations are very high it will take years before customers make enough savings on their fuel bills to pay for the purchase.

A much better sales pitch would be aimed at the immediate added value to the property because the new owner will be getting all the benefits of lower fuel bills without having paid for the installation or suffer the discomfort of having the work done.

I don’t want to overload you with too much information in this e-zine and this is a really important technique that, with some work, can close more sales and earn you more money. So for part 2 of the ROI sales techniques make sure you read next week’s Sales Buzz…

Build this ROI Technique Into Your Sales Pitch

The Selling Success Training Course is how I train my sales teams to build their sales pitches. The flexibility of the training allows you to use what you already know, and build in new techniques.

The step by step exercises and training program shows them how to build each stage of the sale and make the best use of their current sales skills and experience.

Using this workbook sales course they you can build a sales pitch that includes techniques like the one we have discussed in this e-zine.

Try it for yourself and see how it focuses your sales pitch on moving your prospects with you through the sales stages and towards closing the deal.

Whether you are new to sales and want a guide to creating a really effective selling process, or a seasoned sales professional that wants to re-focus and update your techniques, this sales training course will be a great benefit for you.

See more about the course that helps my sales teams to be successful by opening Sales Training Course.

I'm Stephen Craine from the website

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