ROI Selling Blog

Figuring out what to charge for your product may seem as simple as adding up what it costs to make plus a percentage you call profit. Unfortunately, this “markup” or “cost-plus” method is common and can result in money left on the table and unnecessarily slower future growth.

If you aren’t selling on value, you are leaving money on the table. The question is, how much? Let’s go through the three problems with not selling based on value. Each of these events result in lost revenue and profits. Altogether, it can add up to a significant amount of profit lost.

Traditional sales techniques have always concentrated on closing the sale. Once the sale was complete, there was no further reason to engage with the customer until you had another product to sell. Until a few years ago, software solutions were sold the same way.