# Sales Training #44 – Value = ROI over Price

hi this is Victor Antonio with another sales influence moment I want to talk today about value the word is often thrown around but nobody really understands how to define value if I ask 10 different people what value means I’ll get 10 different answers so today for the first time I want to establish what is a value in the empirical sense I mean in the mathematical formula so that we’re all on the same page when we talk about what is value now the equation is very simple when we look at value value is equal to 1 is return on investment divided by price that’s it that’s value right there what is the return on investment divided by the price the price is usually the cost the investment the customer has to make and if you look at the equation it’s something very obvious should pop out but the bigger the ROI is the bigger the value will get in fact the price can be something stagnant in other words fixed price but the more you can demonstrate ROI the bigger this value gets so in other words let’s say that you’re offering a product and your product cost let’s say \$20,000 now in order for us to actually see is it worth it is there enough value let’s say that you can demonstrate that your product will give the customer a hundred thousand dollars worth of ROI you can now see from the value equation that it doesn’t take a genius say this is a great deal so again value is simple simply value is equal to the return on investment divided by price or the investment the customers making keep that in mind that is value this is Victor Antonio with another sales influence moment reminding you selling it hard when you know how you

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