Here is an example of a sales tool that I use. It is the Meeting Planner’s ROI Calculator.The premise behind this tool is that when meeting planners are considering me for their conference, my fee may exceed their budget for speakers. This tool assists them in going to their business or association leaders and asking for additional funding. We begin by asking the MP about their desired outcome for their meeting - what is the purpose, what does the organization want to accomplish? We remind the planner that the speakers they bring in will likely have the greatest impact on changing the behaviors of the attendees. Compared to the other investments the organization will make in their conference, the speaker budget is small. How you can determine what tools you need:What OUTCOME do you want from the tool?What do you want your contact to know?What do you want your contact to do?What are your quantification factors?Are you saving them man-hours?Are you offsetting other costs?How will those factors benefit your customer?The principle from P.L.U.S.H. Selling is QUALIFY and QUANTIFY
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Here is a tool that most people can relate to: the Gas Calculator. Should you drive a few miles to save a few cents on gasoline? That’s a decision most of make on a regular basis. How many variables are involved in making that decision? Would it surprise you to le4ar that there are actually six variables? If there are that many variables in making a simple, common buying decision, how many variables are there for your customers when making the decision to buy from you? Can you help them by providing a tool to help them with the analytics?< CLICK THE IMAGE FOR ACCESS
Use this tool the next time your customer raises the price objection because they have a lower quote from a competitor. Rather than comparing your prices, have the customer compare your “value quotient” with theirs. And while you are at it, have them compare the lowest-priced option in your industry. There are four components to value: Quality, Service Timeliness and Cost. Have your customer move the sliders and convince themselves that yours is the best option for them. NOTE: The instructions are on the calculator and can be hidden by clicking the “HIDE” button.