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Sell on ROI Time ￡ ROI Profit Networking Training Networking Training Training budget Confidence Farm Existing Accounts Farm Existing Accounts Consider New Products or Services Sell on ROI In times of recession, it is often not enough to deliver standard sales practices Click: With many clients also needing hard data to demonstrate how your product or service will benefit them Click: You may need to double-team your salesperson with a finance specialist, so that both can deliver information to the client concerning the value delivered over time Click: Ii this way, rather than giving specific information on only cost, clients have more detailed information on the likelihood of return on investment Click: Which means that in times of recession, the client is better able to justify any engagement or purchase through a clear demonstration of value or profit that might be generated and so increase the likelihood of a successful sale * Networking Training In any organisation, there are often very different individuals within the sales team Click: Some people are natural networkers and are forever bringing in new clients. For others, attending a networking event is second only to root canal work. Click: The solution is often as easy as delivering some simple confidence-building training Click: Which explains to them that some people are not best suited to go ‘hunting’ for new business, they are better suited to go ‘farming’ Click: Finding opportunities in their existing client base and adding value to existing contracts * Networking Training In lean times, there is often the temptation to minimise training budgets as much as possible. However, this leads to a correspondingly lower level of effectiveness and so lower confidence levels within the team Click: Increasing the training budget and applying it intelligently, sends out a powerful message to your best people that “we are all in this together” Click: and builds their confidence that the safest place for them is wh