A pricing proposal and ROI call are intended to further reiterate the perception of value while also outlining Paystand’s payments-as-a-service pricing.
Before the ROI Call
During the ROI Call
After the ROI Call
The various areas of focus within the Pricing Proposal/ROI stage include:
Explaining the Paystand Business Model Clearly
Though the Paystand story was initially told during the discovery & demo calls, AEs should reiterate the Paystand business model and the company’s missions, especially when it comes to the Journey to Zero and how that can affect long-term ROI.
Value Selling
Beyond just the cost savings involved with using Paystand, the overall value of the technology is an important factor in the Paystand sales process. The larger the perceived value, the easier it will be to sell a product at a given price point.
Explaining the ROI Inputs & Outcomes Clearly
Helping the prospect understand the variables that go into a Paystand ROI Analysis along with the outcomes are paramount to successfully conveying the ROI a prospect can expect with Paystand.
Agreement on Getting a Contract
After a pricing proposal and ROI call, the most critical next step is to get a contract in the prospect’s hands. In order to get a contract together,
AEs will need to know:
- Their annual revenue processing volume (that would go through Paystand)
- Which modules they are interested in
- Any desired discounts based on payment terms and contract term
- The complexity of implementation and need for SOW from Solutions