ROI for Sales course
Learn to calculate Return on Investment for complex solutions with
the ROI 4×4 method
A quick course on calculating Return on Investment
The Challenge
How do we increase sales with ROI?
In recent years, Return on Investment (ROI) has become one of the main tools for evaluating internal decisions related to high-stakes business initiatives. In order to build and justify the Business Case, sales people are asked to prove objectively, through ROI calculation, what value the proposed solution brings to the organization.
ROI-based argumentation helps salespeople to position themselves distinctly in terms of value, leaving the competition behind, often unable to offer equally strong arguments.
As such, sales people can change their customer approach strategy and argumentation, using ROI factors as elements to stimulate interest and justify the decision from a financial point of view.
If you recognize yourself in these large account sales scenarios, then this course is for you.
Training summary
A specialized course in calculating Return on Investment (ROI) using a collaborative work method that helps you justify business initiatives based on the value they bring to the client organization.
Who should attend?
- Solution Sellers
- Key Account Managers
- Sales Managers
- Product Managers
- Technical consultants, pre-sales team members
- Marketing managers and specialists
- Project managers
- Employees responsible for evaluating and justifying business initiatives
What do participants get?
By the end of this course, you will:
- Learn a practical recipe for calculating Return on Investment using the ROI 4X4 Method
- Gain the ability to objectivize the emotional elements of the initiative that needs to be evaluated
- Fully master the knowledge and techniques used in the ROI calculation method
- Learn to use a set of templates and models required for ROI calculation
- Improve your ability to “Sell” your idea more easily
- Learn how to use ROI to substantiate project financing
Trainers
Adrian Badea
Senior Trainer, Consultant
Certified trainer with experience in sales, management and human resources. Adrian is constantly concerned with refining how to influence others through conscious communication.
Marian Stirbescu
Senior Trainer, Consultant
Certified trainer, with experience in value selling and developing solutions for sales teams. Marian is the author of the value model and the Selling Preference Profile (SPP-1) tool.
ROI 4×4 Method course agenda
- Earned value, the basis for buying decisions
- About justifying business initiatives using Business Case
- ROI formula
- Advantages of use, ROI principles
- 4X4 method of calculating Return On Investment
- Defining the evaluation objective
- Analyzing and documenting the business context
- Building the calculation model (qualitative matrix, quantitative matrix)
- Communicating and refining results
- ROI working techniques, tools and templates
- Practice on common sales scenarios
Note: In case of an in-house course, it is possible to organize a follow-up session at a later date with a dedicated focus on the sold solutions
Business simulation and practice on concrete scenarios
The simulation format ensures you can use ROI 4×4 in justifying offers, as early as the day after the course.
When sales people understand the value the product offers in detail and are able to explain it, they gain confidence and ease in approaching customers, with a measurable effect in sales increases
Advantages for you
Differentiation
ROI calculation is not within everyone’s reach. By mastering this tool you comfortably distance yourself from competitors unable to obtain similar results in a timely manner.
Trust
Figures and concrete results are easily convincing. Applying this method gives these values a high degree of credibility.
Understanding
The quality of arguments offered by salespeople increases significantly with the depth of their understanding of how the product serves the customer.
Value
85% of large companies are run by the former CFO. The ability to provide a concrete value calculation as a balancing element of financial costs makes the difference between projects that ‘get off the ground’ and those that fail before they even get started
Registration
We offer price options for individual participation and for groups.
For groups of more than 10 participants variable discount is included for courses dedicated to your organization.
PrIce per participant
1-9 participants
For individual participation or groups of up to 9 participants
price per group
10-15 participants
Fixed price for groups of 10 to 15 participants
*All prices are VAT Exclusive
Customized training
Dedicated sessions
Dedicated sessions are available for a minimum of 8 participants.
Looking for something different?
Is this option not quite what you’re seeking? Give us a sign and we’ll help with a personalised solution.
Registration – ROI 4×4 Method
Are you wondering if it’s time to offer this training to your sales team, or do you have colleagues who are interested and would like to organize an online course for your company?Send us an email at training@axioma-solutions.co.uk
Are you looking for something different?
If this isn’t exactly what you’re after, let us know, and we’ll develop a tailored solution for you. Access our contact information here.
Copyright Information
ROI 4×4 Method is a registered trademark of Axioma Solutions SRL