An ROI Questionnaire has a very special place in the sales process. Armed with a series of questions that are used to calculate value your product or service will bring to a client, is a very powerful tool. Our questionnaires are built and designed from the ground up from data collected in our interactive workshop and documented in an ROI Value Matrix.

We begin the process by building an ROI value statement for each line of the Value Matrix. (see interactive workshop) A value statement is a mini elevator speech for each of the reasons to buy defined in our ROI Value Matrix. For example, here is a value statement on what ROI will do to help you eliminate discounting…”Increase revenue by showing credible value when using widely accepted financial benchmarks to reduce or eliminate discounting.” This statement describes the immediate value, (Increase revenue) by what means (using widely accepted financial benchmarks) and what it is you are doing to get there. (eliminate discounting)

Once we have a value statement for each line item in your Matrix, we begin to analyze the potential Return on Investment your product or service will provide. This analysis process takes into account the various areas of value, like time savings, avoiding penalties, or simply reducing a cost. We then create a series of questions that can be used by your sales team to qualify prospects, determine product value delivered, help gather consistent data that is used in the demonstration process and, include in your proposals.

The questionnaire integrates to an ROI Financial Dashboard. This dashboard accumulates the answers from the questionnaire, and displays them back in both graphically and generally accepted financial term. For example, a typical dashboard will include Net Present Value (NPV), Internal Rate of Return (IRR), Payback Period and of course Return On Investment (ROI).