How to Succeed at Having ROI Conversations with Rich Chiarello

May 13, 2024

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In this week's episode with Rich Chiarello, we delve into the intricate dance of sales, spotlighting the fusion of emotional resonance and intellectual prowess in driving success. Rich Chiarello emphasized the importance of understanding the emotional and intellectual aspects of sales, while Rich Chiarello stressed the significance of sales training in business expansion. We also discussed strategies for maximizing ROI in business decisions, highlighting the need to prioritize the customer's needs and demonstrate a clear ROI to close deals. Rich Chiarello emphasized the importance of aligning sales behaviors with the customer's needs and pain points.

Join us in this insightful conversation Rich Chiarello shares insights on how to have ROI conversations with potential clients. Rich discusses the mindset shift from selling features to identifying big problems that can be solved. He provides practical tips on sequencing the sales process, positioning yourself as a valued consultant, and calculating ROI. Tune in to learn how to have meaningful ROI conversations that lead to successful sales outcomes.

Timestamp

0:13 Selling technology and ROI conversations with Sandler trainer.

3:51 ROI conversations in sales, myths, and misconceptions.

7:53 Sales techniques, including identifying pain points and demonstrating value.

12:40 Sales techniques, ROI, and budgeting for software and sales training.

17:23 ROI calculations and cost savings strategies for businesses.

20:56 Sales training, personal pain, and success definition.

Key Takeaways

The value proposition that a salesperson offers should be based on their knowledge of the sales process, not just the technology they are selling.
ROI conversations should start with identifying a big business problem that can be solved and determining if the return on investment is significant enough to justify the expense.
It is essential to understand the different budget buckets and how expenses and capital investments are treated to have meaningful ROI conversations.
Salespeople should focus on the personal pain of the prospect and find out what motivates them to solve the business problem.
Looking at the full five-year cost trade-off and the ongoing benefits of a solution can lead to a larger ROI and a more compelling investment case.

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