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When we're selling to business people Maglia Wojciech Szczesny , our value proposition has to show a good return. Solid, credible Return On Investment (ROI) calculations are supposed to prove this for us. But if we don't think twice, calculating ROI can sabotage our sale.


Lots has been written about various ROI methods -- return on assets Maglia Gonzalo Higuain , net present value, months to break even -- and I'm not knocking any of them here. Use the one that serves your customer and your purposes best. Create the financial model that shows your offering is indeed a good investment, far exceeding your prospect's hurdle rate. But don't stop there.


If your prospect decides your figures are believable and accepts your argument as valid Maglia Miralem Pjanic , that may or may not be good news for you. Here's the rub; the effort and energy you have expanded to extract relevant figures, analyze them, put them into a presentation Maglia Medhi Benatia , and then "sell" them to your prospect may have helped your competitor more than you!


Once your prospect accepts your ROI arguments, their conclusion is not what you might think. You may be assuming they will now feel justified in buying your offering. In reality, their conclusion is that several solutions like yours probably all make financial sense. They are now ready to buy - as soon as they know they are getting a fair price. Now that you've done all the hard work and convinced them to buy something Maglia Stefano Sturaro , it's time for them to compare your offer to the competition's. You better think twice before you induce them to do that!


Here is how you can "think twice" and resolve the vulnerability you have created for yourself.


Think first about preparing an ROI presentation based on common, generic aspects associated with your category of solution. Get the prospect to understand the financial benefits of investing in a solution like yours. As before, use convincing Maglia Daniele Rugani , relevant, proven data so they can fully accept the financial benefits as real and attainable.


Now it's time to "think twice." Consider each of your competitive advantages and build separate ROI models to quantify the advantages of each. This is your chance to attach a figure to your differential advantage.


A software company used this approach to justify the perceived expense of their system to business executives. Their presentation on common benefits demonstrated a solid ROI that would get the executives' attention. Next, the salesperson would present additional ROI calculations that quantified the value of their seven unique system attributes. This second ROI layer improved financial returns by almost 30 percent. Their software package was far from the cheapest Maglia Paulo Dybala , but nowhere near 30% more than any of their competitors. As a result, buyers rarely found reason to shop around.


Thinking twice can earn you higher margins and a shorter sales cycle. You will avoid pushing prospects into the arms of your competitors. Plus, you will finally be able to quantify and capture the value in your differential advantage.


Give your ROI presentation a second effort Maglia Mario Mandzukic , and you'll jump from sabotaging your sale to securing it.


? 2005 Paul Johnson. All rights reserved.


Note: This article is available for reprint at no charge. We only ask that you include our copyright notice in your reprint, along with the About the Author (byline) information we provide at the end of the article.




Do you suffer from tooth pain which does not go away? Does it hurt you while you eat food? Well, it can get difficult for one to carry on normally if one suffers from teeth issues. But many of us dread visiting a teeth doctor because we do not want to get traumatized by the pain and suffering at the clinic. If you are thinking of getting your teeth checked but do not want the pain then you would have to do a little research to find the right Dentist. Read on to know how you can start you search.


When it comes to teeth issues Maglia Andrea Barzagli , there are various reasons that can make you grab your mouth every time you eat. The first one is unhygienic conditions inside your mouth which leads to development of bacteria and viruses which slowly start eating up your tooth from the inside. This is one of main reasons which cause dentals issues in most of the people around the world. Cleaning your teeth and flossing regularly can easily keep the pain at bay. So do not give birth to teeth issues instead try to avoid them by maintaining teeth hygiene.


When it comes to visiting a Dentist which understands your pain and does not inflict more on you, you can search the internet for a lot of options near your home. The internet is a hub of getting products and services and you can easily find the right Toronto dentist for yourself. All you have to do is search the engines with the right phrase and you will get a list of the most eligible dentists who can help you with your ailment. If you think that it is difficult for you to get the right dentist then you can also visit the customer forums and they will help you in finding a good Toronto dentist.


A dentist can also help you with correcting your smile by fixing your crooked teeth. If most of your teeth are not in shape or they have been diseased for years then an experienced dentist can either remove them or fix them to give you a natural bite. You will not have to think twice before munching on the apple and can go on eating anything that you fancy. So if you are thinking of visiting a Toronto dentist then search online and find the best one who understands what tooth pain is!




Thornhill - About Author:
The writer is a dentist in Toronto and writes regularly on a blog. He is the most favored Toronto dentist.


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