The Advanced Selling Podcast Dollars and Sense: Reframing How Salespeople Talk About Money
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Apr 14, 2025 Dive into the intriguing realm of financial conversations in sales, where storytelling takes center stage over dull spreadsheets. Learn the importance of client lifetime value and how it shapes effective budgeting. Discover the significance of time horizons when discussing ROI and the common pitfalls salespeople face. The hosts highlight why not every deal is beneficial for customers and share tips on maintaining objectivity in financial discussions. This episode is a treasure trove of practical guidance for meaningful economic conversations that drive decisions.
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20-Year Customer
- Brian Neely's wife has been going to the same hairdresser, Chris, for 20 years.
- This demonstrates the potential lifetime value of a customer, acquired through a simple advertisement.
Lifetime Value over Break-Even
- Businesses should focus on lifetime customer value, not just break-even points.
- True ROI is about multiples of the initial investment, not just recouping costs.
Storytelling over Calculators
- Avoid using ROI calculators; instead, use storytelling to demonstrate value.
- Share client success stories and data to illustrate compelling financial outcomes.