Calculate the Cost & Return of Your Sales Activities – SalesNexus CRM

PR Log (Press Release) – Apr 06, 2009 – What if you took your list of sales activities and asked yourself what information about the customer or "qualifying characteristics" do you need to see in order to effectively take that next step? More information: http://www.salesnexus.com/lp/lp-double-your-sales.php

Every discrete step in your sales process requires time that you can never get back, and generates some sort of return, sometimes big, sometimes small.

Ultimately, your customer will work out his own unique way of quantifying the benefits they’ll expect to receive from the purchase.  The trick is for you and your sales team to begin doing the same thing.  At each step in the process, ask yourself “Is my investment of time and money in this activity likely to pay off for me?”  Example: If the decision maker cannot attend the presentation, then you hold off until he can. More information: http://www.salesnexus.com/lp/lp-double-your-sales.php

Here is road map that I’ve used successfully myself and with my clients that may help you start to think along these lines…
∙ List the most common business benefits that motivate your customers to purchase from you.

∙ For each of these potential benefits, imagine how the customer would expect to see that improve his bottom line.

∙ Establish a "typical" calculation that the customer could use to estimate the ROI for purchasing your product solely to reach that one business benefit.  An example of this follows.

Hey, no one said this was going to be easy!  But like anything, just start and take one step at time.  It will get easier as you go.  You could probably spend a couple of Saturday’s on this and have it down.

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