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ROI – Defining the Impact Areas

By Victor Antonio


Sales Consultant, Victor Antonio, Value Centric SellingIf you’re in the ‘Systems Automation’ business, then one of the best ways to prepare for a sales presentation is being able to define the areas of impact your product or service will have on the client’s direct costs or operating expenses.

A mistake many B2B salespeople make during the presentation and proposal phase of the sales process is to present their product/service/solution and slightly touch on a few possible impact areas.   Mistake!  Don’t make the client work at having to connect the dots between what you offer and their problem areas; that’s your job!

To be able to do this effectively requires some upfront thinking and preparation.  Start by listing out all the possible areas of impact your product or service addresses.  For example, let’s say you offer an automation product or software that will automate steps in the client’s manufacturing process or automate steps on the processing-side of a service-based business.

Here’s a short list of some the areas are you most likely to impact:

  • Reduce Rejection Rates
  • Reduced (Wo)Manhours
  • Reduce Headcount
  • Reduce Maintenance Cost and/or Fees
  • Reduce Number of Suppliers (in supply chain)
  • Reduce Material Expenses
  • Combines Processes to Reduce Cost
  • Reduce Human Error (reduce handling)
  • Reduce Utility Cost
  • Reduce Workstation-System Workspace (area)
  • Reduce Software Application Licenses

Can you think of a few more?

Once you’ve compiled a complete list of impact areas, the next step is to analyze and assign each impact area a value (e.g., estimated number of hours reduced, dollars saved, days reduced, area utilization, and so on).   Lastly, incorporate these reductions and savings into your presentation and proposal.

If done correctly, you’ve just moved up one step on the VCS Value Ladder.  What is the Value Ladder?  Well, that’s another posting altogether 🙂

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Profit Improvement Challenge

by Victor Antonio

Sales Consultant, Victor Antonio, Value Centric Selling

I have a challenge to my B2B salespeople reading this post.  In order to prepare yourself well before your next presentation, here’s what I’d like you to do.  I would like you to take a moment and list out, in detail, how your product (or service) can help improve your client’s margins.

If you offer a new technology product or service, list out every way you can conceive of that the product can either INCREASE the client’s revenues or REDUCE the client’s direct costs or operating expenses.  No soft science here!  I’m looking for you to qualify the area of improvement and quantify by how much you can improve on it.

Here are some examples that might stir some thinking:

  • If you offer a product that could help the company sell more, describe by how much?
  • If you can help the client sell more, faster, by how much will that impact their inventory turnover time?
  • If you can reduce the client’s production cost, quantify by how much?
  • If you offer a service that will allow the company to outsource or automate, how much will that mean in savings and/or revenues?

If you can demonstrate how you can improve the client’s margin, take that information and put it into your presentation.  There’s nothing more powerful in selling than showing a client how they will win if they buy from you.  The most vital part of the sales process is the presentation.  Don’t blow it by doing what the majority of salespeople do; a product presentation that ends with, “What do you think Mr. Client?”

Winning the deal means taking the time to research, understand, and socialize your client’s business problems and integrating those concerns into a presentation that details how your products or services address those concerns.  A great B2B sales presentation has the following ingredients: one part understanding their business, one part knowing which products (or services) to suggest and one part analysis on Return On Investment.

B2B Sales Training Video #1 : ROI and Circulating Capital

by Victor Antonio

Whether selling a product or a service, one of the keys to positioning yourself as a “sales partner” it to be able to understand the client’s business, but moreover understand what are some of the key pressure points you may be able to impact or improve on.

In this video, I cover the basic pressure points most manufacturers have to deal with.   The goal of the video is to make you, the B2B salesperson, cognizant of where you might be able to help your client which in turn will lead to a sale.