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How effective are your ROI sales tools?
By Michael J. Nick, President, ROI4Sales, Inc.

The effectiveness of ROI or value estimation in (and after) the sales process boils down to nine very important criteria.

How do you know if your value estimation or ROI salestools are effective? In this article we are going to give you a series oftests you can use to form an objective assessment about the quality andeffectiveness of your value estimation sales tools. We have researched severalhundred value estimation tools from big companies to small boutiques, and manyin between, and believe the effectiveness of ROI or value estimation in (and after) the sales process boils down to these nine very important criteria:

  1. Objectivity
  2. Credibility
  3. Graphics
  4. Accuracy
  5. Educational effectiveness
  6. Creative output
  7. Cost and benefit represented
  8. Ability to use ROI throughout and after the sale
  9. Documentation and training

We believe some of the above are more critical thanothers however each is equally dependent upon the other




Michael J. Nick is the President and founder of ROI4Sales, Inc. ( www.roi4sales.com ) He has trained thousands of sales people on using ROI in the sales process and has appeared on radio talk shows, the tradeshow circuit and produced several public workshops throughout the world. His latest book ROI Selling (Dearborn Trade Press) is turning out to be the "ROI bible" for most sales, marketing and management people throughout the software industry. Michael can be reached directly at mnick@roi4sales.com or by calling ROI4Sales at 262-338-1851.

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