In value-based selling, how should you quantify value when ROI data is not readily available from the customer?

In value-based selling, how should you quantify value when ROI data is not readily available from the customer?

• A. Ask the customer for their ROI data and tailor your proposal accordingly.
• B. Estimate value using gut feeling based on similar deals.
• C. Use publicly available benchmarks, industry averages, or a structured value model to estimate monetary impact and present a range.
• D. Ignore ROI and focus only on price.

Answer: (C)

When ROI data isn’t available from the customer, quantify value with a structured value model that uses benchmarks to estimate monetary impact and presents a range. This approach builds credibility by tying benefits to dollars even without the customer’s numbers, and it keeps the discussion focused on outcomes rather than guessing. Start by identifying the key outcomes your solution drives—cost savings, productivity gains, revenue impact, and risk reduction. Gather publicly available benchmarks or industry averages that relate to those outcomes and map them to your offering’s features. Translate those benefits into monetary terms, then present a range (low to high) with clear assumptions and a simple sensitivity check to show how results could vary with different inputs. Tailor the value narrative to metrics the customer cares about, so they can see potential ROI even without their own data. This method is more credible and helpful than relying on gut feeling or focusing solely on price.

When ROI data isn’t available from the customer, quantify value with a structured value model that uses benchmarks to estimate monetary impact and presents a range. This approach builds credibility by tying benefits to dollars even without the customer’s numbers, and it keeps the discussion focused on outcomes rather than guessing.

Start by identifying the key outcomes your solution drives—cost savings, productivity gains, revenue impact, and risk reduction. Gather publicly available benchmarks or industry averages that relate to those outcomes and map them to your offering’s features. Translate those benefits into monetary terms, then present a range (low to high) with clear assumptions and a simple sensitivity check to show how results could vary with different inputs. Tailor the value narrative to metrics the customer cares about, so they can see potential ROI even without their own data. This method is more credible and helpful than relying on gut feeling or focusing solely on price.