{"id":10774,"date":"2015-04-24T18:56:29","date_gmt":"2015-04-24T18:56:29","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/help-prospects-determine-break-even-point\/"},"modified":"2023-11-14T18:12:34","modified_gmt":"2023-11-14T18:12:34","slug":"help-prospects-determine-break-even-point","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/help-prospects-determine-break-even-point\/","title":{"rendered":"5 Ways To Help Prospects Determine The Break-Even Point"},"content":{"rendered":"\r\n<p>Most successful business owners are pretty sharp. When you offer them an idea or service that will save them money, they will immediately consider a couple decisions:<\/p>\r\n\r\n\r\n\r\n<p>First, the business owner may decide if you\u2019re \u201cspeaking the truth\u201d. This is easy.\u00a0 If you can demonstrate cost savings and\/or revenue growth, it will make sense for them to purchase your product and\/or service.<\/p>\r\n\r\n\r\n\r\n<p>Second, they may come up with their own <a href=\"https:\/\/www.sandler.com\/tools\/visualize-roi\/\">ROI calculation\u00a0for sales<\/a> to answer this age-old question:<\/p>\r\n\r\n\r\n\r\n<p><em><strong>\u201cHow long will it take to actually make money back from what you are selling\u201d?<\/strong><\/em><\/p>\r\n\r\n\r\n\r\n<p>To be most effective in sales, you must control your prospects\u2019 price vs. cost analysis.\u00a0 If you don\u2019t communicate the key calculation points, they may miss several key factors when arriving at their <a href=\"\/podcasts\/how-to-succeed-at-understanding-the-buyers-decision-making-process-podcast\/\">final decision<\/a> \u2014 for better and for worse.<\/p>\r\n\r\n\r\n\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/help-prospects-determine-break-even-point\/#Here_are_5_ways_to_help_your_prospects_determine_the_break-even_point_when_evaluating_your_product_or_service\" >Here are 5 ways to help your prospects determine the break-even point when evaluating your product or service.<\/a><\/li><\/ul><\/nav><\/div>\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Here_are_5_ways_to_help_your_prospects_determine_the_break-even_point_when_evaluating_your_product_or_service\"><\/span><strong>Here are 5 ways to help your prospects determine the break-even point when evaluating your product or service.<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<ol class=\"wp-block-list\">\r\n<li><strong>Talk in profit terms:<\/strong>\u00a0 When a company is making money and thriving, they may not be thinking about\u00a0<em><a href=\"\/whitepapers\/5-ways-to-take-your-business-to-the-next-level\/\">what\u2019s left behind<\/a>.<\/em>\u00a0 It\u2019s important to emphasize that in today\u2019s competitive market, every dollar has a net present value and\u00a0<em>counts.<\/em> They may not be losing money but they aren\u2019t making as much money as they could be. \u00a0<strong>The sooner a company operates at its highest profit zone, the faster they reach the break-even point.<\/strong><\/li>\r\n<li><strong>Share your knowledge:<\/strong>\u00a0 When\u00a0<em>you<\/em>\u00a0figure out the cost savings (or profit increases) your service provides, <a href=\"\/podcasts\/how-succeed-connecting-with-your-prospect\/\">share that with your prospect<\/a>.\u00a0 Your simple formula may be exactly the path they need to understand the\u00a0<em>right<\/em>\u00a0<a href=\"https:\/\/en.wikipedia.org\/wiki\/Break-even_(economics)\" target=\"_blank\" rel=\"noreferrer noopener\">break-even point<\/a>.<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n<p>It starts here:<\/p>\r\n<figure id=\"attachment_16185\" aria-describedby=\"caption-attachment-16185\" style=\"width: 702px\" class=\"wp-caption alignnone\"><img decoding=\"async\" class=\"wp-image-16185 lazyload\" data-src=\"https:\/\/www.sandler.com\/wp-content\/uploads\/2015\/04\/Businessman-Accounting.png\" alt=\"Businessman working on accounting\" width=\"702\" height=\"468\" data-srcset=\"https:\/\/sandler.com\/wp-content\/uploads\/2015\/04\/Businessman-Accounting.png 1000w, https:\/\/sandler.com\/wp-content\/uploads\/2015\/04\/Businessman-Accounting-300x200.png 300w, https:\/\/sandler.com\/wp-content\/uploads\/2015\/04\/Businessman-Accounting-768x512.png 768w\" data-sizes=\"(max-width: 702px) 100vw, 702px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 702px; --smush-placeholder-aspect-ratio: 702\/468;\" \/><figcaption id=\"caption-attachment-16185\" class=\"wp-caption-text\">Businessman working on accounting.<\/figcaption><\/figure>\r\n\r\n\r\n\r\n\r\n\r\n<p>For example:\u00a0 Your prospect\u2019s process has hard and soft costs of $5000 per month. Your product or service will decrease this by $200 per month to $4800. Your product costs $1200. Therefore, the net savings of $200 per month will reach the break-even point in 6 months.<\/p>\r\n\r\n\r\n\r\n<p><strong>An important note:\u00a0 Prospects may not want to wait over a year to assume their return on investment. The break-even point is not only a financial decision, but comes with an emotional reaction.<\/strong><\/p>\r\n\r\n\r\n\r\n<ol class=\"wp-block-list\">\r\n<li><strong>Emphasize the \u201ctime is money\u201d principle:<\/strong>\u00a0 It\u2019s important to stress that your product is an investment with superb returns.\u00a0 If the prospect waits 3 months to purchase your product, they are missing out on 90 days worth of investment return.<\/li>\r\n<li><strong>Highlight the soft cost of poor quality:<\/strong>\u00a0If your product or service ultimately improves the quality of your prospects\u2019 product, there\u2019s no better time to mention industry figures on poor quality costs.\u00a0 Most facts include words such as \u201cbillions of wasted dollars per year\u201d.<\/li>\r\n<li><strong>Include \u201cintangible benefits\u201d:<\/strong>\u00a0 Don\u2019t forget that words such as \u201cless overtime, smaller workspaces, less rework, and lower burden costs\u201d result in better moral, larger profits, and the ability to expand.<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n<p>The <a href=\"\/blog\/handling-the-best-and-final-offer-gambit\/\">break-even point<\/a> is one of the most important factors customers consider when making a purchase decision.<\/p>\r\n\r\n\r\n\r\n<p>If you\u2019re prepared to demonstrate all the benefits of your product, chances are your success will soar.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>Most successful business owners are pretty sharp. When you offer them an idea or service that will save them money, they will immediately consider a couple decisions: First, the business owner may decide if you\u2019re \u201cspeaking the truth\u201d. This is easy.\u00a0 If you can demonstrate cost savings and\/or revenue growth, it will make sense for&#8230;<\/p>\n","protected":false},"author":167,"featured_media":10775,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1026,1115],"class_list":["post-10774","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-prospecting","tag-qualifying"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>5 Ways To Help Prospects Determine The Break-Even Point | Sandler Training<\/title>\n<meta name=\"description\" content=\"Most successful business owners are pretty sharp. When you offer them an idea or service that will save them money, they will immediately consider a couple decisions: First, the business owner may decide if you\u2019re \u201cspeaking the truth\u201d. This is easy. If you can demonstrate cost savings and\/or revenue growth, it will make sense for them to purchase your product and\/or service.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/help-prospects-determine-break-even-point\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"5 Ways To Help Prospects Determine The Break-Even Point | Sandler Training\" \/>\n<meta property=\"og:description\" content=\"Most successful business owners are pretty sharp. 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