- Hardcover: 336 pages
- Publisher: Kaplan Publishing (Sep 1 2004)
- Language: English
- ISBN-10: 0793187990
- ISBN-13: 978-0793187997
- Product Dimensions: 23.1 x 15.5 x 2.5 cm
- Shipping Weight: 567 g
- Average Customer Review: 5.0 out of 5 stars See all reviews (1 customer review)
- Amazon Bestsellers Rank: #48,187 in Books (See Top 100 in Books)
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Product Details |
Product Description
Book Description
ROI selling works within a company's existing sales methods to increase the effectiveness and production of their sales force. Current economic conditions are forcing everyone from large corporations to smaller privately held companies to maximize their revenue streams from new and existing customers. To be successful, firms today must outsell their competition and exceed customer expectations-thus creating long-term satisfaction and loyalty. While basic sales methodologies instruct salespeople on the nuts and bolts of the sales process-who to approach in an organization, when to ask questions, and what to ask-ROI Selling takes them to a new level. Using a unique ""360 Degree Measurement"" technique, this guide provides practical tools for turning valuable customer feedback into a compelling case for their products and services. Sales professionals will be able to demonstrate to the customer how their products and services will produce a more successful and tangible outcome than the competition. Techniques from ROI Selling are currently being used to effectively increase the productivity of sales forces in a variety of industries, and they have been licensed by the authors of Solution Selling as part of their training programs that reach thousands of sales professionals each year. Through the use of actual case studies, ROI Selling provides stories, success criteria, and actual statistics on value estimation to aid readers in building compelling ROI models for their own products and services.
--This text refers to the
Paperback
edition.
About the Author
Michael J. Nick is president and founder of ROI4Sales, Inc., and author of ROI Selling. He is a nationally recognized expert in value estimation and ROI and conducts public workshops and seminars throughout the year. Nick has been featured in national publications, including Software CEO, Sales and Marketing Management, and Selling Power, and as a speaker at major industry events. His expertise extends globally with companies like Oracle, Great Plains, Hewlett-Packard, and Rockwell Automation.
Robert F. Kantin is president and founder of SalesProposals.com, a sales consultancy and software company. A veteran of the software and training industries, he founded Electronic Learning Systems in 1987, which he sold to Goal Systems in 1989. He has served in executive positions at leading firms, including MTech as Vice President and Manager of the computer-based training business unit and Goal Systems as Director of the professional services group for the Southwest.
Inside This Book
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First Sentence
ROI Selling is a guide to developing powerful ROI sales tools and integrating them into your sales and marketing processes, programs, and systems. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
ROI Selling is a guide to developing powerful ROI sales tools and integrating them into your sales and marketing processes, programs, and systems. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
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Most helpful customer reviews
5.0 out of 5 stars
ROI selling is the real thing,
By vince zalusky (manitoba, Canada) - See all my reviews
This review is from: ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle (Hardcover)
This ranks right up there with Neil Rackham as one of the best books on sales I have read. In fact it is to be used with SPIN selling to help show value by increasing revenue, reducing costs and avoiding costs.
Share your thoughts with other customers: Create your own review
Most Helpful Customer Reviews on Amazon.com (beta) Amazon.com:
4.7 out of 5 stars (22 customer reviews) 8 of 8 people found the following review helpful
5.0 out of 5 stars
Excellent Coaching for "C-Level" Sales,
By Allan Siegert - Published on Amazon.com
This review is from: ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle (Hardcover)
Nick and Koenig show how to convert buying reasons (emotion) into dollarized justifications (ROI). They urge sales and marketing to enter every sale by leading with value. The book is loaded with process and template examples. It shows how to close a complex sales faster by establishing the cost of procrastination.This book is aimed at B-to-B sales and marketing executives but other executives and consultants will find it highly useful. 5 of 5 people found the following review helpful
5.0 out of 5 stars
Justify Your Product To The C-Level Buyer !!!,
By James C. Williams - Published on Amazon.com
This review is from: ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle (Hardcover)
What a fantastic book!! Of all the books and strategies I have ever read on selling solutions, this one is by far the best one yet. Nick's and Koenig's book offers valuable tools with backbone that will teach you how to justify your product to the buyer. Not just a lot of salesy fluff that is offered in many how-to-sell books. ROI Selling actually presents a strategy for showing the decision-maker how they can't afford to NOT buy your product. If you like the strategies of Neil Rackham and Michael Bosworth, you'll love this book.I've had the great pleasure of being trained under Michael Nick several years ago and I can sincerly say from first hand experience that Nick is a first class sales effectiveness expert. He actually has the distinguished and celebrated sales career and successes to warrant being the author of such a great book. Without a doubt, this book and these strategies have helped me become a better marketer, better sales rep, and better sales manager. Thank you for finally putting this in a format that can help so many of us justify our products. 4 of 4 people found the following review helpful
5.0 out of 5 stars
Close Quicker, Higher Margins:,
By RWM "Bob" - Published on Amazon.com
This review is from: ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle (Hardcover)
ROI Selling is one of the best tactical business books to come out. No "fluffy" sales gimmicks here. Sales people today must understand every decision comes down to numbers; and not just against your competition. Business decisions compete for capital with every other opportunity within the organization. This book explains the mechanics of bringing deals to closure quicker at higher margins. The new "must have" for all successful sales people.R.W. Makowski VP, Sales AQS, Inc. |
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