Why CEOs Hate "ROI's" and How to Effectively Use Them

Using a Cost-Benefit Analysis is quite simple and is actually very natural within a typical sales process and discovery. If you are one of the great salespeople—and I know you are—then you are probably spending a lot of time on discovery, asking very pointed questions on impacts, costs, and current situations. Those are the types of questions that drive a CBA. With every series of questions, you should be trying to qualify (emotion) and quantify (logic) the challenges of your customer. Here’s an example:

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Sales TipsJosh KondikROI, CBA, Sales
Price Negotiations: You Can Never Go Up

There is one critically important thing to keep in mind as you start this conversation. You can always go down, but you can never go up. So what does this mean and why does it matter? Simple, where you start, will likely not be where you finish! If you’ve done your job well and created significant value for your customer and determined highly impactful problems that will be solved through your solution, the last thing you want to do is cut into your margins. It’s important that you still capture value, just as you have created value for your customer!

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business, SalesJosh KondikPrice, Value, ROI, CBA
The Art of Value: Quid-Pro-Quo

There are two types of quid-pro-quo—value destroying and value creating. Value destroying is what we most commonly see. They are usually one-sided—even if you don't realize it. Let's take a few minutes to discuss. Value creating, on the other hand, creates significant value for your customer and for you.

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Josh Kondik