The sales reps and managers I talk with agree on one thing: to close deals, you must “ROI justify” your proposals. You have to be able to present a compelling case that shows customers your solution works.
Here’s the rub: a majority of sales professionals believe the training they receive doesn’t help them get the job done. According to the 2015 CSO Insights Sales Enablement Optimization Study, “ROI/Justification Training” was at the very top of the sales training failure list.
In fact, 69.9% of sales professionals polled believe their training in this area “needs improvement” or a “major redesign.”1
It takes more than numbers to persuade your buyers. Most companies attempt to help their sales teams ROI-justify their proposals by providing case studies and ROI calculators, as well as training on how to use these tools.
But too often these fail to persuade buyers, who remain skeptical that vendor-supplied data are objective.
What are customers really looking for? Ask yourself, “Why do our buyers demand ROI data from us?”
In most cases, your customer’s request goes beyond a desire for quantified proof that your solution works.
When customers ask for ROI justification, they’re likely sending you a more disturbing message. That message could be:
- “I'm not seeing how your solution connects to the business issues or needs that keep me up at night.”
- “I’m not clear on what you’re proposing, so I’m skeptical about whether it would work.”
- “I don’t trust you or your company enough when you explain how you’ll fix my problem.”
In short, your customer’s demand for ROI justification is often a symptom of a deeper problem related to your sales messaging and/or sales approach.
Now, what can you do about it? Here’s the bottom line: in sales, numbers are just numbers and customers often don’t see them as accurate or credible.
And numbers by themselves — no matter how compelling — won't establish buyer trust.
If you expect your sales training to help your sales team ROI justify their sales proposals to customers, you’ve got to go beyond simply providing case studies, numbers, and ROI calculators.
You need to provide your sales team with the skills and tools to credibly present the ROI justification message:
- with clarity;
- with a strong connection to the challenges customers care about most;
- and in ways that build trust rather than erode it.
Want to learn more about how to accomplish this and improve your team’s sales results? Download Mandel’s complimentary eBook, Credible Messaging: The Missing Driver of Business Performance.
1 CSO Insights 2015 Sales Enablement Optimization Key Trends Analysis
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
Sales professionals need a mix of soft skills to be successful. While rapport building is often considered the top sales skill, listening is the most critical skill for closing sales, and building long-term client relationships.
Learn 3 crucial tips to closing sales, and why listening is the top sales skill of 2021.
TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!
Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.
Learn Mandel’s 3-step model for skillfully responding — not reacting — to tough questions with confidence and ease.
What inspires and motivates people to action? Here’s a hint: it’s not a PowerPoint deck filled with data points and analytics. Learning how to share a powerful story can positively influence others and help your ideas become memorable. Perhaps you need to promote a new idea or close that crucial sale. Learn how some of the most successful business ventures today got their start from sharing a powerful story and how you can make your own narrative work for you.
Executive briefings. Big sales meetings. Project pitch meetings. What do they have in common? The stakes are sky high. There’s a lot riding on them for you and your company — revenue, reputation, productivity. Do your people have, both, the presentation AND facilitation skills to ensure their success?
Read the blog to find out and to get your free Discussion Leader Self-Assessment Tool and Facilitator Checklist.
Memory almost full. Imagine that warning flashing brightly on the forehead of every audience member. A successful presentation isn’t just about the speaker’s dynamic energy or their confident manner in front of an audience. Without compelling, easy to follow content, it doesn’t matter how comfortable you are in the spotlight. You and your topic will quickly be forgotten. So how do you ensure lasting, memorable impact? Learn how to be remembered by leveraging the ancient, globally relevant, and scientifically proven rule of three to focus your content, motivate your listeners, and make your executive presence shine.
How do you feel about building rapport? Many introverts feel uncomfortable when it comes to rapport-building because they think it means having to make “small talk” with others. If that’s you, fear not. You don't need the gift of gab to build good rapport. And having the gift of gab (or being extroverted) doesn't guarantee success either — especially if you're the one doing most of the talking.
Read the blog to get specific rapport-building tips anyone can use to quickly make a strong connection with others.
Do salespeople and technologists communicate differently? Is one group better at presenting than the other? Can the two ever agree on how to present or what info to share? Corporate Workforce Development expert, high-tech industry veteran, and former Mandel client Suzanne McLarnon shares the secret behind developing both sales and technical professionals into superb communicators.
What’s the secret to wildly productive first-time sales meetings or conversations with executives? Thought-provoking questions. Read the blog to find out why—and how to tell if YOUR questions are thought-provoking enough to make customers want to learn more.
- Leading a Virtual Team Means Doing Things Differently
- Are You Really Listening?
- 4 Listening Tips for Improving Your Virtual Meetings
- The Irresistible Power of Stories in Virtual Selling
- The Top Sales Skill for 2021!
- Top Virtual Communication Mistakes – and How to Overcome Them in 2021!
- Tell a Story. Close a Deal. Even on Zoom.
- Throwback: Why Appreciation Matters in Life and at Work
- Tips for Communicating Effectively While Wearing a Mask
- Five Tips From a Virtual Meeting Producer