The Power of ROI Calculators with Michael Farber

<p><strong>Michael Farber</strong> has 16+ Years in Enterprise Software and Technology Sales with Xactly Corporation, Concur Technologies, ERP solutions such as Baan, Deltek, ABAS-USA. He has expertise in solution selling and delivering exceptional revenue results and customer satisfaction. He has an excellent ability to qualify, professionally present, differentiate, negotiate, close, and connect the dots at the "C" level within organizations. He is the founder of The ROI Shop.</p> <p>In this episode, Michael shares how the ROI calculator provides value conversation letting the buyer think of a financial number rather than just an admin tool.</p> <p> </p> <p><strong>Why you have to check out today's podcast:</strong></p> <ul> <li>Find out how ROI calculators provide value conversation between the buyer and seller</li> <li>Learn how ROI calculators allow a step-by-step process of building credibility and confidence to you, thereby holding firm on your pricing</li> <li>Discover how you can provide a collaborative approach between buyer and seller so they find, understand, and see the value and not ask for a discount</li> </ul> <p> </p> <p align="center"><strong>"Quantifying that value upfront. I mean, if you go in and they agree to the value you can bring them in the main areas where they're looking, it is going to be impossible for them to come back and say, ‘Oh, yeah, we need a 40% reduction,’ especially if the return is ten times the investment."</strong></p> <p align="center"><em>- Michael Farber</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:41 - How the ROI calculator changed the way he sold</p> <p>04:20 - His thoughts on replacing the word ROI calculator with the word business case</p> <p>05:51 - What's the use of the ROI calculator?</p> <p>07:15 - Using an ROI calculator template based on the vertical you're working with</p> <p>07:51 - What the process looks like for a salesperson letting the buyer fill out the ROI calculator</p> <p>10:55 - A collaborative approach to using ROI calculator<